Sales Pipeline Metrics to Measure

Sales Pipeline Metrics to Measure Once you’re regularly closing new business, you need to analyze your pipeline to see where improvements can be made and how you can optimize your sales process. Sales pipeline management requires meticulous review of your sales team’s performance metrics. How many deals are you closing, and how efficiently are you […]

How to Close The Deal with B2B Sales Closing Techniques

How to Close The Deal with B2B Sales Closing Techniques Closing the deal comes down to understanding your prospect’s challenge, conveying the value of your solution, and collaborating with the buyer to come to an agreement all stakeholders are happy with. Closing is a natural result of a proper sales process, and prospects don’t make […]

Sales Discovery Process

Sales Discovery Process The sales discovery process is a chance for sales reps to learn more about their prospect, the prospect’s organization, and business needs. Reps ask discovery questions to uncover useful information about buyer priorities and decision making procedures, in order to determine if they’re a qualified sales opportunity. In this chapter, we’ll talk […]

Opportunity Qualification Process and Criteria

Opportunity Qualification Process and Criteria Your opportunity qualification process and criteria validate whether a prospect has a need for your offering and is likely to purchase. As the first stage measured in your sales pipeline, qualification is where you narrow down which prospects are intent on continuing their buying journey.  The qualification process can be […]

Understanding the Sales Cycle

Understanding the Sales Cycle The sales cycle consists of all activities performed by a seller in the span of time it takes to close a deal. Understanding the sales cycle is a prerequisite for defining your pipeline stages and mastering pipeline management. Sales cycles can look very different from one company to the next, based […]

The Essential Guide to Sales Pipeline Management

The Essential Guide to Sales Pipeline Management Sales pipeline management is the systematic process of tracking sales activities and forecasting revenue throughout the sales cycle. Managing your sales pipeline effectively allows you to gain visibility into ongoing discussions, hold your sales reps accountable, and maintain more control over the complete sales process. When it comes […]