sales plan

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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Planning a Sales Campaign

Sales Coach

Do you plan your sales campaign, or do you believe strategy is the application of expedients? There are two seemingly contradictory, well known, quotes which illustrate differences in philosophy. Alan Lakein, Bill Clinton‘s guru says “failing to plan is planning to fail” whereas legendary Prussian General, Helmuth von Moltke says “No plan of operations extends [...]

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Managing My Front Office in a Simple Process

Front Office Box

FOB3 is out there and people are doing stuff with it. Some of the questions we struggled with in design are rising from the mist. Users are querying what the hell we’ve done and why. They were entirely comfortable with the way FOB2 worked. Now they have to learn something new. Worse, it might do [...]

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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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