- November 10, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have written extensively about the sales pipeline. Here are a few examples:
I’ll be talking extensively about how to close more sales by managing the pipeline More Effectively in a Business Experts Webinar, Thursday, November 13, at 11:30 ET. Click here to learn more and register.
Related to pipeline, I hate inappropriate blog commenting. That’s when people seek out a blog only to use it as an excuse to write about what they’re promoting on their site. It’s the other form of SPAM. The way it manifests itself on this blog is when someone targets one of my posts on closing or pipeline management and then adds their comment about how you can solve this problem by using lead analytics software or search engine optimization. I’m all for tools of this type and I love Hubspot’s lead analytics and SEO but let’s be real. SEO and on line analytics help to generate leads; they have as much to do with closing effectiveness as Michael Jordan has credentials for baseball’s Hall of Fame! Over achievers, using their sales competencies, create improved sales performance.
Analytics are a very important part of effective pipeline management and that’s one of the reasons I like Landslide so much. Their pipeline analytics are second to none.
So if you want to learn more about managing the pipeline in a more effective way and how to coach salespeople based on what you can learn from the pipeline, register here for Thursday’s webinar and you’ll get some of my insider information!
(c) Copyright 2008 Dave Kurlan