Want to Win More and Forecast Better?

Posted by Kevin Avery

August 21, 2014 at 6:45 AM

Are we going to win?  When will the deal close?   

If these two questions aren’t ringing in your ears, you’re not in a sales job.

All sales pursuits that go the distance reach a common crossroads.  It becomes clear that the customer is committed to buy from someone.  But:

  • You cannot be sure it’s your deal. 
  • You might be leading; you may be trailing.  
  • You’d kill to know where you stand. 
  • Wouldn’t it be great to know how to adjust?
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Topics: Forecasting, Sales Rep Resources, Closing Deals

How to Recover from a Q1 Sales Revenue Miss

Posted by Ryan Tognazzini

April 5, 2014 at 6:45 AM

You just missed your Q1 sales number. You might be sitting in your office reading this right now. On a Saturday. Missing your son’s ballgame or your daughter’s swim meet.

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Topics: Sales Leader, VP of Sales Resources, sales coaching, Pipeline, Closing Deals, Sales Manager Resources

A Sales Manager’s Guide to Deal Strategy

Posted by George de los Reyes

January 27, 2014 at 7:00 AM

As a sales manager, your team looks to you for coaching and strategic help.  They look for advice on how to diagnose an opportunity and close more business.  In this post I will show you an approach to helping your team convert more deals, faster and with better pricing.  I am referring to the art of deal strategy. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach

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Topics: sales strategy, Sales Leader, Sales Management, Increasing Sales, Closing Deals, Sales Manager

5 Keys to Make it Rain Closed Deals in Q4

Posted by Joel McCabe

September 16, 2013 at 7:00 AM

Q4 is quickly approaching, already clearly visible on the horizon. Now is the time to act and seize the day. Truly, the competition will be waking up soon to try and close the year strong. Your efforts this month and next will help to solidify your sales success. 

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Topics: Sales Rep Resources, Selling, Closing Deals, Sales Skills, Q4

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