pipeline management Archives

How to sell more (and to the right people)

“Where do I even begin?” Every sales rep is familiar with the lost feeling of staring at their pipeline in CRM, torn over which opportunities to pursue and how to best reach them. Do they prioritize deals that are about to fall out of the sales funnel? Deals that are near closing? New leads that are waiting on initial contact?

Qualifying and prioritizing sales opportunities is often seen as an art—a sales technique based on gut feeling and intuition. Some sales reps do it well while others spend all of their time pursuing leads that will never close.

That’s not a good way to approach leads. It’s not teachable, replicable or reliable. And when revenue goals and high value deals are thrown into the mix, it’s just too big of a risk to rely on your sales reps’ “good feelings about a deal.” (more…)