sales pipeline

How does your solution fit your customer's product lifecycle?

How does your solution fit your customer's product lifecycle?

Do you understand how your solution fits your customer’s product lifecycle? Salespeople must recognize that the landscape is truly shifting under our feet. Neil Rackham from Spin Selling discusses the polarizing landscape that will take the low-end transactional business and move it downstream to inexperienced sales reps or through the use of Artificial Intelligence (AI) to process these orders.

Does this mean that sales professionals will no longer be needed? The answer depends on whether you can transform yourself to meet the needs of the current buying process and build strong relationships with your customers. According to Rackham, we must become consultative with our prospects and customers; while most of us seem to understand this, many still struggle with how to actually make it happen.

Utilize Sales Data to Make More Money in 2018

Utilize Sales Data to Make More Money in 2018

While I recognize that baseball is not a sport that everyone follows, I wanted to share some insights from Billy Beane whose character was the main focus of the 2011 film, Moneyball. Billy was the keynote speaker at the 2017 Splunk Conference where he made a statement that is so applicable to the sales world that I have to share it with you...

Negotiating Your Deal: Build a High Value Trades (HVT) Roadmap

Negotiating Your Deal: Build a High Value Trades (HVT) Roadmap

How many times do we struggle to convince management and ourselves we have a good deal in the pipeline? Throughout our sales careers, we tend to get overly optimistic, convinced that we have this really great deal in the pipeline. We take our customers’ word as perfectly true each time and are surprised when we lose the deal, especially to no decision. In this post, we will introduce you to the process of building a scorecard and the High Value Trades (HVT) needed to effectively negotiate opportunities in the pipeline. 

Don't get stuck in the middle of the sales pipeline

Don't get stuck in the middle of the sales pipeline

As sales professionals, we spend a lot of time focusing on the early and late stages of the pipeline. It makes a lot of sense if you think about it.  

In the early stages of a deal, things are exciting and optimistic. As sales people, we are the most fervent of optimists, aren’t we? You reached out to a target prospect, managed to get to the CxO and now you have a meeting scheduled.