Topic

forecast funnel pipeline

A collection of 202 issues

Forecasting categories

it’s long been my opinion that over-complication of forecasts is a disease eating away at proper sales management, whether by a rep themselves, or managers sifting through reams of spreadsheets. A pal of mine, Brendan Gillies, a winner originally from Glasgow currently selling in LA, firmly believes there’s

Qualification Intel

A couple of my customers recently have shown me a one-page doc they use to assess deal Qualification. In the main, most sales training materials will have some kind of qualification checklist element. Probably the most widely known is “scotsman”. It suggests you should conjure up questions/scenarios that come