3 Phases of Opportunity Management

In every Sales Pipeline you have multiple stages of the Sales Process but there are 3 over-arching phases of managing every Opportunity (aka “managing a sales cycle”). Opportunity Creation I use the PIF approach Opportunity Pursuit Opportunity Closing These 3 phases are the big part of selling.  In each one you  Read More >

What In the World are “UFOs” in Sales?

UFOs in Sales are "Unlikely & Failing Opportunities"
One of the top productivity killers for sales reps is over-focusing and over-investing in low-probability Opportunities (Opps) which clog up your sales pipeline and distract reps from focusing on the high-probability Opportunities. We refer to a bad Sales Opportunity (i.e. Opp) in a slightly comical and symbolic way as a  Read More >

The 3 Critical Gaps Between Planned Outcomes vs. Actual Results

There are always gaps between Strategy and its Execution, between business expectations and the actual results.  You can invest a lot of time into a solid Corporate Strategy or your Sales Strategy that you think will deliver exceptional results but some times the result will be off from what you intended to achieve.  Read More >

Building Teams: 5 Traits of Effective Sales Professionals

When you are hiring new sales reps, what traits are you looking for?  I typically try to look for the 5 traits below (these are the primary and the most important ones but there are others too) which have worked for me and will typically be useful for identifying effective sales  Read More >