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sales pipelines

Viewing posts from the sales pipelines category

Sales Tips: 2 Overlooked Issues with Pipeline Milestones

big-sale-blocksBy John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Most organizations have spent the time needed to define pipeline milestones. Sophisticated companies have defined multiple sets of milestones that reflect the different types of transactions that sellers must execute.

Two (2) things stand out in my mind that many companies haven’t addressed:

  1. Milestone achievements are based upon seller opinions. I hope you would agree that when grading opportunities, sellers that are less than YTD against quota will be much less stringent than those at or above quota. When forecasting, sellers with thin pipelines are far more interested in overstating where they are on opportunities than they are in attempting to predict what revenue will close.

If some milestones could be graded based upon buyer actions, then senior management could have more confidence in the pipeline.

  1. Companies hire salespeople with a wide variety of experience and skills. The challenge is there is no attempt to map and teach sellers the skills to achieve each milestone. Sellers want to succeed. When they fall short of achieving their numbers, the problems are either:
  • Won’t – which is an attitude problem that managers must help them overcome.
  • Can’t – in that they don’t have the requisite skills.

For virtually all other positions, employers try to find new hires that have or can be taught the requisite skills to be successful. It’s a shame the same thing can’t be done when recruiting to fill sales positions.

👉 Absent a tactical sales process, sales is a sink or swim proposition.

San Francisco Sales Workshops

Sales Tips: How to Clean Your Pipeline

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<a href=”http://blog.customercentric.com/blog/sales-tips-how-to-clean-your-pipeline” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/cleaning-yard-pipeline.png?t=1489093932032″ alt=”Sales Tips: How to Clean Your Pipeline” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: How to Clean Your Sales Pipeline</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By&nbsp;Frank Visgatis, President &amp; Chief Operating&nbsp;Officer, <a href=”http://www.customercentric.com”>CustomerCentric Selling®</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-how-to-clean-your-pipeline&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Has Your Selling Approach Changed? Your Buyer Has.

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<a href=”http://blog.customercentric.com/blog/bid/89364/sales-training-article-has-your-selling-approach-changed” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/buyer-center-whiteboard.png?t=1489093932032″ alt=”Sales Tips: Has Your Selling Approach Changed? Your Buyer Has.” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<h1>Sales Tips: Buyers Have Changed. Has Your Sales Approach Changed?</h1>
<em><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”>By John Holland, Chief Content Officer, CustomerCentric Selling®</span></em>
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<span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”>It would be hard to disagree that today’s buyers:</span>
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<li><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”>Leverage the Internet and social networking</span></li>
<li><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”>Bring sellers into buying cycles later than ever before</span></li>
<li><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”>Feel they know their requirements before talking to salespeople</span></li>
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<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fbid%2F89364%2Fsales-training-article-has-your-selling-approach-changed&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Don’t Talk, Just Point!

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<a href=”http://blog.customercentric.com/blog/sales-qualification-do-not-talk-just-point” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hs-fs/hub/22968/file-1020840304-jpg/0-pointing.jpg?t=1489093932032″ alt=”Sales Tips: Don’t Talk, Just Point!” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<h1>Sales Tips: Don’t Talk, Just Point!</h1>
<p>By John Holland, Chief Content Officer, CustomerCentric Selling® – <a href=”http://www.customercentric.com/browse-23547/SalesTrainingWorkshops.html”>The Sales Training Company</a></p>
<p><em>Image courtesy of Pakorn at FreeDigitalPhotos.net</em><br> </p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-qualification-do-not-talk-just-point&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Avoid “Inbounditis”

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<a href=”http://blog.customercentric.com/blog/sales-tips-avoid-inbounditis” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/laptop-on-table.png?t=1489093932032″ alt=”sales tips for handling inbound leads” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips:&nbsp;Avoid “Inbounditis”</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By&nbsp;Frank Visgatis, President &amp; Chief Operating&nbsp;Officer, <a href=”http://www.customercentric.com”>CustomerCentric Selling®</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-avoid-inbounditis&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Critical Need for Solid Business Development Skills

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<a href=”http://blog.customercentric.com/blog/bid/77191/sales-training-article-business-development” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/phone-call.png?t=1489093932032″ alt=”business development” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p class=”hs-migrated-cms-post” style=”line-height: 1.75em;”>&nbsp;</p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fbid%2F77191%2Fsales-training-article-business-development&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Leaders Are Readers

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<a href=”http://blog.customercentric.com/blog/sales-tips-leaders-are-readers” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/books-3.png?t=1489093932032″ alt=”What was the last book you read to sharpen the saw?” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<h1>Sales Tips: Leaders Are Readers</h1>
<p style=”line-height: 1.75em;”><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em style=”font-weight: normal;”>By Frank Visgatis, President &amp; Chief Operating&nbsp;Officer,&nbsp;CustomerCentric Selling®</em></span></p>
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<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-leaders-are-readers&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Garbage In, Garbage Out

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<a href=”http://blog.customercentric.com/blog/sales-tips-grading-opportunities-gigo” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/typing-on-keyboard.png?t=1489093932032″ alt=”typing-on-keyboard.png” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<h1>Sales Tips: Grading Opportunities – Garbage In, Garbage Out</h1>
<p style=”line-height: 1.75em;”><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em style=”font-weight: normal;”>By John Holland, Chief Content Officer,&nbsp;CustomerCentric Selling®</em></span></p>
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<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-grading-opportunities-gigo&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Quality Control and Seller Productivity

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<a href=”http://blog.customercentric.com/blog/sales-tips-seller-productivity” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/sunglasses.jpg?t=1489093932032″ alt=”Viewing Opportunities through Sunglasses” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<h1>Sales Tips: Determining “Forecast” vs. “Sunshine Pump”</h1>
<p style=”line-height: 1.75em;”><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em style=”font-weight: normal;”>By John Holland, Chief Content Officer,&nbsp;CustomerCentric Selling®</em></span></p>
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<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-seller-productivity&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: No More Excuses

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<a href=”http://blog.customercentric.com/blog/sales-tips-no-more-excuses” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/frustrated-seller-1.png?t=1489093932032″ alt=”Losing Seller” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<h1>Sales Tips: No More&nbsp;Excuses for Coming Up Short</h1>
<p style=”line-height: 1.75em;”><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em style=”font-weight: normal;”>By Gary Walker, EVP of Channel Sales &amp; Operations,&nbsp;CustomerCentric Selling®</em></span></p>
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<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-no-more-excuses&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>