sales pipeline

Simply better defining the stages of the pipeline process can bring about massive improvements in the quality and velocity of any B2B sales pipeline. Originally contributed to SellingPower.com By Steve Gielda We’ve all been in meetings where the sales leader asks, “When do you think this opportunity will close?” Most salespeople dread this question – […]

It is essential for accurate sales forecasting to clearly define each stage in the sales pipeline process and establish related milestones. Originally written for and published in LTEN’s Focus on Training Magazine By Steve Gielda Ever wonder how to make sales forecasting more accurate? It’s a common question among sales leaders. The answer seems simple, […]

Price is easy for salespeople to blame, and sometimes it is the culprit. But far more frequently it isn’t. Originally contributed to SellingPower.com By Steve Gielda Did you know that in 74% of the loss analyses we’ve conducted, the salesperson has blamed PRICE or a lower cost competitor as the reason they lost?  Yet, when […]