Everyone has been there. You’ve spent months working on a deal only to find out that you were talking to the wrong person. After conducting three discovery meetings and a demo, the stakeholders level with you that they have no…
In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move,…
Proactively managing the sales pipeline by ensuring every deal has a scheduled next step is critical for preventing stalled opportunities and improving closing rates. The Challenge of Stalled Opportunities Recently, I was working with a client to focus on the…
On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent.…
Got a Stalled Pipeline Opportunity? Here's What To Do Next When facing stalled pipeline opportunities, you might wonder, “Was it something I said? Did I do something wrong?” Often, it is out of your control. However, there are five keys…
Answer These 4 Questions To Guarantee Sales Pipeline Accuracy When the end of the quarter is approaching, what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not? When…
Accurate Forecasting - The Holy Grail of Sales There is hardly a leader on earth that doesn't yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of sales forecasting, that when mastered, will…
This article will review the first four stages of a typical sales pipeline; the next and final piece in our series will review the last four. Measuring your sales pipeline as percentage complete, as opposed to probability of close, will…
The most obvious symptom of sales whiplash is your company crushing its revenue targets one quarter, only to fall completely on its face the next. We’re a few months into the New Year, so most businesses have turned their attention…
There isn’t a pipeline anywhere that isn’t a little cluttered. Some are full of non-opportunities, and many more are full of opportunities that aren’t anywhere near the stage being reported. You might think that cleaning up your pipeline is for…
If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.
Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step. On this podcast episode, Anthony Iannarino and Jeb Blount discuss the keys to getting next…