Home » Archive by Tags

Articles tagged with: closing sales

Forecasting closed sales: how you will know when a buyer will close
Tuesday, 8 Apr, 2014
Forecasting closed sales: how you will know when a buyer will close

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close?
As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready?
How accurate have you been with your predictions?
WHY DO WE THINK […]

Great Leads, No Business: the problem with marketing automation
Thursday, 21 Jan, 2010
Great Leads, No Business: the problem with marketing automation

Marketing automation people are techies who just love the idea of extracting data withwizzy technology. But they are not sales people. As a result, there are some ‘features and functions‘  missing. Like, how to close sales.
The glaring issue is the concentration on the top of the funnel vs. the bottom of the funnel. The sales industry has […]