pipeline

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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Solving My Problem With Sales Plans

Front Office Box

Do you have a sales plan for every deal? I do, but more of that later. OK I know some deals you can take to the bank, and others are just punts. There’s no need to plan the certainties and no point in planning the ones you don’t expect to get. Or that’s the way [...]

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Sales Managers Survival Guide – Review Questions

Sales Manager

Every Sales Manager needs a set of questions they’ll use to review their sales reps pipelines and qualify the deals in them. Those questions will tell them the probability each deal will turn into a real sale, and highlight risks of losing out to competition, or of the sale not going down. Ideally the same [...]

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Managing a Sales Funnel

SPPM

How do you manage your sales funnel. This is how I manage mine. It might seem complex, but the approach is based on years of experience. Chasing deals I can’t win is definitely not my idea of fun. Managing my sales opportunities with strategy and tactics helps me concentrate efforts where they’ll be most effective. [...]

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