The sales pipeline is your future revenue. It is
also a major source of uncertainty,
with lots of time and resources invested in monitoring. This creates risk, but what exactly is pipeline risk?
Understanding its nature is a prerequisite for achieving sales success and revenue.
There are three...
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You've probably heard that coaching is important, but did you realize it explains a 17% performance difference between those coached and those not? [Tweet this stat]
Coaching can be the difference between your sales reps making their goal or missing it. Learn more about the ROI of...
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Sales is a team sport. Closing big deals requires everyone to have their head in the game and work together. When the time is running out, and you have a golden opportunity at hand, how do you get everyone to execute in a quick, coordinated way, all from the same page? Also:
How does each player...
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If you grab
any company’s client list you will likely discover that 80% of their revenue is
derived from the top 20% of their clients. There are some very easy-to-discover
factors that drive the Pareto principle here.
The primary
factor is likely the fact that your top 20% of clients...
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It is natural to believe that the customer
controls the price. After all, it’s the customer who either accepts or rejects
the price, right? I’ve heard this argument
from a number of salespeople and sales managers.
The problem with this belief is that it is
wrong. In reality, the...
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It's the moment that many sales people dread; the time when the conversation shifts to cost and budget. You may have established a great rapport, but if the client can't afford your product, all of your work may have gone to waste. So how do you successfuly transition the conversation to...
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Body language CAN make the difference
You’ve worked hard to get that important interview or new client meeting. You’ve honed your slide presentation to be pitch perfect, and your resume is a work of art. At critical moments like this, don’t let sloppy body language place an invisible, unspoken...
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Pity the fool that has no Sales A-Team
What does it take to build a world class sales organization? Salesforce.com executives, Scott Keane and David McNeil, recently shared their own strategies for hiring the right sales talent, training and enabling their sales teams and take a look at what...
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While creating great products, building brand awareness, and selling to a targeted market can all contribute to growth for small businesses, it's important not to overlook the role of technology. The right tech can help your small business grow faster, and scale far more efficiently.
Our new...
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![The ROI of Sales Coaching [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2013/08/6a00e54ee3905b88330192acb5bb83970.jpg)
