Category: Pipeline Management

Show Me the Numbers: Designing Tables and Graphs to Enlighten

rn
rnrnrnrnrn
rnrnrn

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 …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/show-me-the-numbers-designing-tables-and-graphs-to-enlighten/

Superior Customer Value: Strategies for Winning and Retaining Customers, Third Edition

rn
rnrnrnrnrn
rnrnrn

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 …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/superior-customer-value-strategies-for-winning-and-retaining-customers-third-edition/

Tying the pieces together: A normative framework for integrating sales and project operations [An article from: Industrial Marketing Management]

rn
rnrnrnrnrn
rnrnrn

This digital document is a journal article from Industrial Marketing Management, published by Elsevier in 2007. The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser.Description: Synchronizing sales efforts with project operations, such that (1) there is a steady …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/tying-the-pieces-together-a-normative-framework-for-integrating-sales-and-project-operations-an-article-from-industrial-marketing-management/

The Leaky Funnel

rn
rnrnrnrnrn
rnrnrn

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 …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/the-leaky-funnel-2/

The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies

rn
rnrnrnrnrn
rnrnrn

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 …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/the-new-strategic-selling-the-unique-sales-system-proven-successful-by-the-worlds-best-companies-3/

The Funnel Principle: What Every Salesperson Must Know About Selling

rn
rnrnrnrnrn
rnrnrn

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. …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/the-funnel-principle-what-every-salesperson-must-know-about-selling/