by Jeff West | Dec 30, 2014 | Sales Coaching, Sales Leadership, Sales tips
Why is pipeline tracking so vital? No pipeline tracking will result in details getting lost and sales falling through the cracks. The best coaching you can get from your sales mentor comes from them reviewing your pipeline with you. Tracking your pipeline and...
by Jeff West | Aug 5, 2014 | Sales Coaching, Sales Leadership, Sales tips
I will never forget that sound! I was sitting in a traffic jam in Dallas, TX. I was listening to the radio. My thoughts were interrupted by the sound of screeching tires. As I looked into my rear-view window, I saw a car coming toward me – or shall I say...
by Jeff West | Jul 31, 2014 | Sales Coaching, Sales Leadership, Sales tips
Our discussion this week has been on priming your prospecting pump. We discussed some strategies that you should use that can bring value to your prospect even before you ask for an appointment. Today, let’s talk about keeping the air out of your worn out...
by Jeff West | Jul 30, 2014 | Sales Coaching, Sales Leadership, Sales tips
In yesterday’s post we discussed priming the pump in a well to insure a continuous flow of fresh water to a family in the country. Read Post Today, we will talk about applying that principle in your prospecting. The first step in priming a well pump is...
by Jeff West | Mar 20, 2014 | Sales Coaching, Sales Leadership, Sales tips
Our focus this week has been on using Pipeline Asset Value Estimates (PAVE) to set goals for sales people. Or focus today will be to help sales leadership teams in using PAVE to set your personal goals, and to improve the accuracy of sales projections that are an...
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