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    Blog Category // Sales Management (2)

    Why you don’t need any sales stages in your sales pipeline

    The above assertion might appear counter-intuitive, but please bear with me. I’m going to try and make the case that you ...

    Why 100*1% is infinitely more valuable than 1*100%

    The numerically gifted amongst you might be scratching your heads at this point. At face value, one hundred times one ...

    The 3 critical dimensions of sales coaching

    Having observed a number of B2B sales organisations over the years, I’ve come to the conclusion that sales training is ...

    The essential keys to proactive sales pipeline management

    Talk to almost any CEO of a technology-based, B2B-focused business and you’re likely to hear concerns about the size of ...

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

    Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, ...

    3 critical questions you must ask during sales pipeline reviews

    Whether you’re a sales leader or CEO, holding regular sales pipeline reviews ought to offer an essential way of keeping your ...