Blogs

   
By: Dennis Susa
Thu, July 7th 2011

Warning: This is going to be uncomfortable.So, you and your team have spent some time building a pipeline of opportunities that will define your year.  Some of these will likely be deals that have slipped from your last fiscal year and have carried over into the current year.In fact, many of these deals may have become like old friends you've visited every month during your forecasting calls – and after every call, they keep getting re-invited back to a discussi […]

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Tags:
pipeline   funnel   planning   Account Planning    
Categories:
Open Mic    
By: Sean Frontz
Mon, October 4th 2010

Is it really a funnel that we are "Filling"… or should we change the way we think?I am sure you have heard it before and yes I will mention it again: Paradigms drive results!The way that we think causes us to choose the way that we behave and the choices that we make.  The choices that we make and the way we behave influence the results that we achieve.Paradigms drive results!This is a fundamental principle in human behavior AND it applies to everything&am […]

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Tags:
pipeline   Fill   funnel   Sales 2.0    
Categories:
Fill    
By: Deena Benner
Mon, July 19th 2010

Perspectives and opinions differ from person to person. Ask as many people as you can within the same organization the very same question and you'll be amazed at how many different answers you will get -- and more importantly, at how many different opportunities there can be to create a solution in response.Let me put this into "perspective."Sitting in a bar on a recent rainy Saturday afternoon in Kennebunkport Maine, my friend Terri and I were assaulted by the four blar […]

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Tags:
opportunities   pipeline    
Categories:
Fill