Sales Process Articles
Collected sales process articles. How to use processes and methods to increase sales predictability, reliability and results.
Collected pages and resources relating to the term, Sales Pipeline, on this site.
As for most professions, salespeople use many short-form terms to describe aspects of the job. We use the term, Sales Pipeline, to describe the total of the known business opportunities yet to be realised.
Sales pipeline is measured by summing the total value of outstanding opportunities in each stage of the sales process and then adjusting the total according to the historical success ratio.
The pages listed below offer more information about the sales pipeline and our related services, such as consulting, training, coaching, and fractional sales enablement.
If you need to improve sales pipeline value or management, we can help. Schedule a free sales consultation or call +44 (0)1392 851500. Alternatively, use the contact form here or send an email to jimm@salessense.co.uk.
Sales Prospecting Articles
Collected sales prospecting articles. How to find new sales opportunities and engage decision-makers in a business conversation. Several articles include help for appointment setting.
Lead Generation for the Complex Sale by Brian J Carroll
Lead Generation for the Complex Sale by Brian J Carroll - Book review by Clive Miller.
Easy Ways to Get More Customers
How to have customers sell for you - get more customer referrals and business introductions using referral marketing techniques.
Sales Forecasting and Qualification
Improve pipeline management, sales forecasting and qualification. Focus resources on the right opportunities to increase sales performance.
Early Warnings from Sales Benchmarks
Measuring sales behaviour and using sales performance benchmarks indicate how people are doing when there is still time to do something about it.
Cold Calling Excuses Measured
Applying sales pipeline management techniques to sales prospecting, lead generation, and cold calling.
How to Get More Value from Sales Force Automation
About the impact of a CRM system on accurate sales forecasting, sales efficiency, sales productivity, and management control.
Plans and the Remarkable Value of Planning
Arguments for and against sales planning and creation of sales plans to improve sales pipeline management and forecasting.
Sell what You Say You Will - Sales Forecast Training
How to improve sales forecasting and increase sales results by focusing resources on the right opportunities.
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