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Category: Pipeline

It’s the Process, Stupid. Or is the Process Stupid?

February 12th, 2013 by

Written by Steve Gielda, Principal – Ignite Selling So, who’s the villain in this month’s forecasting drama? Is it the manager who wants to get an accurate forecast? Is it the sales rep who does not want to – or cannot – produce an accurate forecast? Like a postmodern plot line, good guys and bad […]

Do Your Sales Forecasts Sound Like Eeyore?

February 4th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling The scene is an all-too-recognizable one. A sales manager somewhere is talking pipeline with one of her sales reps. It’s a conversation that takes place at least monthly and has the eerie familiarity of déjà vu. It might go something like this. A sales rep says, “Yes, […]