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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 […]

BUILDING A MORE EFFECTIVE SALES PIPELINE PROCESS

March 27th, 2012 by

Written By: Steve Gielda, Principal – Ignite Selling for Sales Mastery Forum “What do we need to do to get sales forecasting more accurate?” This is one of the most common and urgent questions asked by senior sales leaders. In theory the answer is a rather simple, but in practice getting better forecasts has proven extremely […]