The sales team starts the pipeline when it identifies a client who has needs your company can fix.
The order enters your company where the pipeline stops flowing.
Don’t feel too bad. Four major studies prove that most businesses are unable to sustain growth for more than just a few years.
For most sales teams, the flow has clogged.
Your ... Read More
By Thomas A. Freese
To me, it’s ironic that the world of strategic sales training has stayed pretty much the same over the last 15 years, but for most companies, the selling environment has changed dramatically. Consequently, salespeople are having to work harder to penetrate new accounts, while prospective customers are working even harder to keep salespeople at bay.
Don’t blame the customer. In the past decade, downsizing and acquisitions have burdened corporate decision-makers with greater responsibility, oftentimes ... Read More
