Call McDonell Consulting Group - Sandler Training Baltimore at 410-339-5168 for sales training, management training, customer service training, sales coaching, sales management training, leadership coaching and professional development for individuals and organizations in Baltimore, Towson, Bel Air and Maryland (MD)" />
There are only a few weeks left in Q4, which means that lots of sales professionals are asking themselves a familiar question right about now: How do I make the most of the time between now and December 31?
Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing.
In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in that role was spent culling a $3 million pipeline down to $160,000 of real, qualified opportunities