When you think about your numbers (closing percentages, total calls, etc.), and consider the objections, the price issues, the delayed sales cycles, the excuses, and those who just, well, disappear, don’t you realize these same problems have been cropping up, um, forever? And that whatever you seem to be doing to ‘correct’ the issue doesn’t seem to [...]

How many of you know the exact percentage of sales you close?

For those of you who read my blogs and have some interest in understanding the results you’ll…

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So [...]

I recently spoke at my partner Qvidian’s Connect11 User Conference for proposal management folks. As part of my talk, I did homework…

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting?