sales management

The no decision outcome

The No Decision Outcome

The No Decision Outcome In 20-plus years of B2B selling, the most common competitor I have encountered in sales, the competitor who is always present and who wins way too much of the time is the “Status Quo”. This is more commonly known as the no decision outcome. To gain better insight into why the …

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The Perfect Pipeline

The perfect pipeline is hard to achieve. A sales pipeline helps you understand your sales process, increase your sales and make you confident about your data. Yet, it has been suggested that 63% of organization’s are ineffective at managing their sales pipeline. Recent published research by Vantage Point Performance (VVP) has put forward a new …

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Pipeline Management

Pipeline management

How well is your company managing its sales pipeline? Recent research revealed that 44% of executives think their organization is ineffective at managing their sales pipeline. This statistic is discouraging because there is a direct correlation between effective pipeline management and strong revenue growth. The research also found that companies that reported having ineffective pipeline …

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Sales Forecast

Sales Forecast

What Your Bad Sales Forecast Is Telling You (and What You Should Do Next) “How accurate was your last quarterly or monthly sales forecast?” That’s how important, and revealing, your sales forecast is. It’s a culmination of all the people and processes you have in place. Like a thermometer reading, it reflects your organization’s overall …

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