This week on Salesopedia.com we look at managing activity.
Dave Kahle has the lead article in which he provides a dose of reality in his article “Closing the Sale – A Realistic Perspective“.
Mike Brooks wades in with “Stop Managing the Pipeline, and Start Managing Your Sales Team“. It might catch your attention when you read “The problem is that most companies spend too much time, money and energy on measuring and managing the pipeline rather than managing and improving the quality of leads that go into – and ultimately come out of – the pipeline.”
Kendra Lee hot off the launch of her new book gives us a look at the impact the Internet has had on prospecting and activity in her article “3 Techniques to Avoid Bored Prospects“. PS – check out two free chapters of her new book.
The fourth article “The Brutal Truth About Pre-Call Research and Planning” penned by Jim Domanski takes a bit of a contrarian view. “While it may seem counter-intuitive, less research and planning may actually be more effective than more and may actually lead to more sales and revenues!” Check it out.
Our left column featured article this week comes from two experts in professional consulting, Mike Schultz and John Doerr. Their article has been very popular with over 11,500 views since it was first published and it is no wonder. The title says it all “What to Know Before Every Sales Call“, they offer up six key points to consider if you want to succeed in sales.