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SELL THE DIFFERENCE: Establishing your Unique Solution Value

The essential keys to proactive sales pipeline management

Posted by Bob Apollo on Tue 22-Jul-2014

Talk to almost any CEO of a technology-based, B2B-focused business and you’re likely to hear concerns about the size of their sales pipeline, the accuracy of their sales forecasts and their ability to grow market share.

Bigger isn’t always better…

But the obvious conclusion – “we need to grow our pipeline” – isn’t always the right answer. Far too many sales pipelines are clogged with inadequately qualified opportunities that are going nowhere slowly.

These poorly qualified opportunities serve to confuse, to obfuscate the true value of the pipeline, and to divert scarce sales and marketing resources from identifying, engaging qualifying and winning more of the right sort of prospects.

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Gartner: "Boost your sales win rates by 50% via win-loss analysis"

Posted by Bob Apollo on Tue 20-May-2014

Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, no more than a third conduct them with the proper degree of rigour. And guess what? The minority that do see up to a 50% improvement in sales win rates.

The findings are published in Gartner’s latest report “Tech Go-to-Market: Three Ways Marketers Can Use Data From Win/Loss Analysis to Increase Win Rates and Revenues”. The findings make for compelling reading…

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3 critical questions you must ask during sales pipeline reviews

Posted by Bob Apollo on Thu 24-Apr-2014

Whether you’re a sales leader or CEO, holding regular sales pipeline reviews ought to offer an essential way of keeping your finger on the pulse of the business and giving you the confidence that revenue forecasts are likely to be met.

But as we all know, there are often frustrating gaps between the apparent potential of the forecastable pipeline and the resulting actual revenue performance. I want to suggest that part of the reason is that the wrong questions are being asked during the process.

And no, I’m not referring to the usual questions around “how much is the opportunity worth?” “what are the next steps?” “who is the decision maker” “what is the probability of winning?” and “when is the order going to be received?”

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