The “Pipeline Coverage” Myth
Rethinking “Sales Pipeline-to-Quota” ratios. The old 4x pipeline to quota at all times theory makes sense, if you’re only thinking in terms of alebra. Here’s the details to go along with the...
The Enterprise Sales Summit (:54 clip) – Todd Caponi
Transparency sells better than perfection, and due to the proliferation of feedback and reviews on everything we do, buy and experience, we now have to do it anyway. Sign up for The Enterprise Sales Summit. I’ll be talking about “Leveraging Online Consumer...
The Expiring Discount: Tips to help drive your sales quarter close without eroding trust!
I see it everywhere – it’s the end of the quarter, you’ve offered a discount contingent on the client getting it signed on time, and there’s concern that it will actually happen. Do you threaten them with the “expiring discount”? In...
Using Video in Sales – Downstream with your Proposals (cc)
Consensus selling is hard. Consensus buying is now a lot harder. Buyers are remote. Budgets are tight. How do you help? One way is through your proposals. Instead of sending it over and scheduling a call, or waiting to send it until you can do it live, I’ve...