Month: March 2013

Pipeline Management (part 3) – the key building blocks

Leading on from the previous two articles on Pipeline Management, this article explores the key building blocks a Pipeline plan. We have already recognised the pipeline as the best ‘leading indicator’ of future sales results and of the effectiveness of marketing activities. Let’s now assume you have clarity on your sales cycle; with clear stages …

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Pipeline Management (part 2) Understand your sales cycle

Leading on from the previous article introducing the importance of Pipeline Management, this article explores the importance of understanding an organisations sales cycle. The need to understand your sales cycle Most sales people will be able to offer an opinion as to the likelihood of closing a particular opportunity. “They really like our product” “I …

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Pipeline Management (part 1)

This feature is designed to stimulate thought and offer practical advice on best practice. It covers some of the key operational elements of building and running sales and marketing functions. At a time when few businesses have money to burn where is there scope to improve productivity or to ‘raise your game’ in sales and …

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