pipeline management

Coaching Sales Management

Sales Manager

Where can sales managers go for training? And where can they access coaching – in the philosophies, strategies, processes and tools they need to get the most out of their sales team? Usually, the best sales people get promoted to sales manager. They know a lot about selling, obviously, but rarely know much about management. [...]

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4 Rules for CRM Without Tears

CRM

What’s the right strategy for making CRM and Sales Pipeline Management work for your small business? If that’s a question challenging you take heart. You are not alone. Implementing enterprise software is always difficult and most people find CRM and Sales Pipeline Management the most challenging. That’s why there are so many horror stories about [...]

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3 Ways To Get Smart With Sales Operations

Sales Manager

Sophisticated sales management software tools for building a small business are hard to find, but we have some you might find interesting. When you’re on top of the 3 Simple Tools for Small Business Success it’s time to get smart with implementing your sales strategy. Getting smart requires a quantum shift in thinking, because the [...]

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Focusing on Your Cash Pipeline

Sales Forecast

Have you looked at your cash pipeline lately? In fact, have you thought about your small business cash management strategy in terms of a cash pipeline? A series of activities beginning with some spending on prospecting and ending with a surplus, after expenses are deducted from what the customer pays. Everybody will be familiar with [...]

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The Outlook for Spreadsheet CRM is Bleak

CRM

Using Outlook and a spreadsheet for CRM is like swimming with a rock on your back. The future is bleak, unless you’re doing it for the wrong reasons in the wrong way, in which case you shouldn’t be doing it at all. Then again if you’re the sort of guy who enjoys making life difficult [...]

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Sales Pipeline Management Isn’t CRM

SPPM

Sales Pipeline Management isn’t the same as CRM even though most people put the two together. Actually they get confused by all the B/S they come across on the web. Unfortunately there are too many who know nothing about either publishing about both. So the world has this murky picture of contact management, sales force [...]

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This is what you get, and all you get – Stuff that just works

Front Office Box

It’s no wonder they don’t trust us says Seth Godin – (see the text of his post below). There’s an opportunity in telling the truth, because lots don’t. Following Seth’s advice, I’m happy to keep saying what I’ve always said. With Front Office Box All You Get “All you get with our software is what [...]

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Sales Qualification in Pipeline Management

Sales Qualification

Sales Pipeline Management can make a big difference to a small business’s bottom line, but it has to be the right pipeline management. So what is the right pipeline management? Lots of people talk about it, but not many really understand the subject. Based on ways popular software works they’ll think it’s about sales forecasting. [...]

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Sales Qualification Checklist and Probability Calculator

Sales Qualification

Sales forecast with weighted probabilities is the professional sales managers primary system for tracking sales deals. Those weighted probabilities for inclusion in the sales forecast can be calculated in various ways but our preference is a standard set of rules which get applied to every deal, every time. We use the sales qualification checklist to [...]

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