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By: Bill Rust
Fri, February 1st 2013

Do you have a lot of deals that have been just sitting in the pipeline not moving at all? If so, a thorough pipeline scrub can do wonders.Removing opportunities that are dead or dying enables you to free up resources so you can focus on winning the high-probability deals. How can you identify which opportunities to try to move forward and which ones to take off of life support?Answering the question “Is the customer going to buy?” is the first step. Then you should […]

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Sales Probability Index    
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By: Bill Rust
Mon, August 29th 2011

Power tools have a lot of different uses. We call the "Call Plan," the "Business Opportunity Worksheet (BOW)" and "Decision Grid (D-Grid)" power tools because they can be applied in a variety of ways and help you to accomplish more in less time. A great scene from Clint Eastwood's film "Gran Torino" takes place between Clint's character, Walt Kowalski, and his young neighbor who is in Walt's garage asking about his large t […]

By: Bill Rust
Mon, July 25th 2011

Have you ever felt that you were close to winning a deal but ended up stuck in a maze of bureaucratic red tape?How did you end up in that situation?  Perhaps you went into a final presentation without a clear understanding of how the customer’s decision-making process. Or maybe their own internal politics got in the way of their ability to make a decision.It can be almost impossible to walk away when you can see the end in sight.  When you understand the opp […]

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Sales Probability Index   SPI    
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