There’s a misconception that a lot of business leaders are under that in this modern, digitally driven age we don’t have to actually ask for the order
What is a sales pipeline?
When we talk about a pipeline, we are talking about a list of the deals that we expect to close in the timeframe that is appropriate to your business.
Key Account Plans and Account Based Marketing (ABM)
We’re often surprised that businesses do not have a structured plan for how to sell more to existing customers. In 1957 Igor Ansoff worked out that if
Effective Sales Meetings
We all enjoy it when our relationships with our colleagues are predictable, inspiring and productive and yet sales meetings are often none of those
Sales Process
If you read my last article about setting and measuring KPIs you will know that I believe that good KPIs are the product of a good business plan. KPIs
Setting & Measuring KPI’s
Wikipedia tells us: “A performance indicator or key performance indicator (KPI) is a type of performance measurement. KPIs evaluate the success of an