Most presentations of quantitative information are poorly designed—painfully so, often to the point of misinformation. This problem, however, is rarely noticed and even more rarely addressed. We use tables and graphs to communicate quantitative information: the critical numbers that measure the health, identify the opportunities, and forecast the future of our organizations. Even the best …
Category: Pipeline Management
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Apr 24 2013
Superior Customer Value: Strategies for Winning and Retaining Customers, Third Edition
A customer-centric culture provides focus and direction for the organization, ensuring that exceptional value will be offered to customers — this, in turn, results in enhanced market performance. Unfortunately, caught up in the daily economic and competitive pressures of running complex and fast-changing businesses, managers may lose sight of customers’ desires. And, consequently, customer experiences …
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Apr 22 2013
The Leaky Funnel
The Leaky Funnel is the marketing strategy book authored by Hugh Macfarlane. This business novel is packed with fresh, key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources. The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is …
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Apr 21 2013
The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies
The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing “process,” Strategic Selling presented the idea of selling as a joint venture and introduced the decade’s most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created …
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Apr 19 2013
The Funnel Principle: What Every Salesperson Must Know About Selling
Selected by Selling Power Magazine as one of the 10 Best Books to Read in 2010! For years, sales executives have viewed the sales funnel, a.k.a. the pipeline, as a tool that salespeople might use to keep track of accounts and opportunities. That is, something nice to have but not necessary to run the business. …
Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/the-funnel-principle-what-every-salesperson-must-know-about-selling/
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