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March 2009

Do the right thing… the sales will follow

With a company named QuotaCrush, you would think that my opinion is that salespeople and sales managers should be singularly focused on quota.  In fact, that is completely counter to by entire belief system in terms of the best way to accelerate sales.

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Act now! Q1 is ending.

I shouldn’t be writing, and you shouldn’t be reading, this post.

Why?  Its the end of the quarter, and if you are in sales, and if you are awake, you should be working on how to use the end of the quarter to get as many deals closed as possible.

This week is a key week to call all of your stalled deals and wake them up with an offer.  This is the time to grab your April and May deals, and see about moving them into Q1.  This is the week to make sure the deals that you are counting on for Q1 – actually happen.

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Weekly Pipeline Calls

I’ve been asked by a few clients recently about the value (or lack thereof) of weekly pipeline calls.   I think that this depends entirely on the way in which the meeting is conducted, and the intended purpose of the meeting.

When I started my first company, I had no formal sales training, so my sales were haphazard, my tracking was minimal, and my team was tiny.  While we had ad-hoc meetings about different clients, there was no structured weekly meeting.  Sales certainly got done, and the entire team was often involved, but we didn’t have anything formal – and in many ways this was how we wanted to work.  It was a free form, make it happen approach.

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