by Bill Stinnett | Nov 14, 2022 | Uncategorized
For many sales professionals the question, “Is this deal qualified?” is one they dread to hear. It comes from fellow sales people, from pre-sales and marketing types, from his or her own boss, and from their boss, and their boss, and their boss. It’s...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
One of our global clients recently shared with us that this year nearly 60% of enterprise-level sales opportunities they are engaged in include a Request for Proposal (RFP) as part of their buying process. This is up from less than 30% just one year ago. They are not...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
It’s certainly predicated on how you measure performance. What is sales performance based on and what does it mean to maximize it? What would we be maximizing? For most of us in this profession, especially for the managers and the company leaders, sales...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
As professional sales trainers, the biggest challenge we face is keeping salespeople and their managers engaged after a group training workshop. Oh, there’s plenty of enthusiasm at the end of the session. Like me, you probably hear a lot of positive comments and...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Are the sales opportunities in your current sales pipeline “moving” or “stopped”? It’s really easy to tell the difference. Take a look at your day planner, or personal digital assistant (PDA), or whatever you use to schedule appointments....
by Bill Stinnett | Nov 14, 2022 | Uncategorized
I think too much of our work week is spent on spending and not enough of our work week is invested. Let’s look at the difference. What are the different ways that we spend our time? I got to tell you the one that seems to come up most often when I talk to...
