Here's a question that'll make your blood boil: Why do most sales leaders spend their pipeline reviews asking about dollar amounts and close dates while completely ignoring whether their reps actually have real deals? That's the brutal reality I see…
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…
You Need To Close A Sale... And FAST Allowing your sales pipeline to go dry can jeopardize your income and force you into a reactive, stressful state of mind. But if you find yourself running against the clock and you…
Measuring Customer Growth Is Money In Your Pocket Measurements allow you to see what is in the sales pipeline, what opportunities are active, and what resources you need to grow your accounts. By changing the way you work with growing…
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…
OutBound Conference Welcomes New Managing Director, Judith Wilson March 16, 2021, Atlanta, GA - Jeb Blount and Anthony Iannarino, managing partners and founders of the OutBound Conference, are excited to welcome Judith Wilson as the Managing Director of the OutBound…
Prospects and customers are watching every move you make. What is important to remember is in today’s competitive world your prospects and customers are watching every move you make. Imagine how mispronouncing or forgetting a client’s name can change that person’s…
7 Step Cold Call Opening Process The key to opening cold calls is crafting messaging that compels prospects to engage in meaningful conversations. In the 10 years that my book, Smart Calling™ has been out, it has helped prevent countless…
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…
Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate sales pipeline velocity with powerful messaging.
Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeople never ask for them. In this podcast with Joanne Black, you learn how to build your pipeline with referrals.
Sales people and their leaders have fallen into the habit of over relying on velocity as a means to sales success. It is easy to see why people in sales, at all levels, are infatuated by speed, or as the…