Pipeline Management - Qualifying Prospects by Identifying Opportunities that are less than optimal

April 29, 2007

Navigating through a decision by committee is the most difficult complex sales you will ever experience. If you find yourself in this type of sales cycle there are some key sales techniques you should employ to improve your close ratio. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to close the big deal which will untimely increase commissions.

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This weeks Master is:

Greg Alexander, Managing Director of Sales Benchmark Index
www.salesbenchmarkindex.com

How good is your sales organization? Are you better than your competition? Would you see value in knowing this answer? Sales Benchmarking delivers the answer — For each of the key leading sales metrics, you can measure and compare yourself externally against your peers

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Sales Podcast Show Notes:

Direct Sales Opp - Content Management SW company. $100K base, $255K at plan. Prefer persons located in Boston - but territory covers North East Coast. Product automates translation of web content enabling companies to market globally at considerably lower cost.

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!