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The Pipeline MythEnd of 2Q coming up. Pipeline looks OK, and what does not close this month will slide right into July and start the second half of the year off with a good head start. You're kidding, right? Most sales organizations live with 40-60% forecast accuracy. That is to say, given 50 deals and a 90-day window, about half will close. Other deals will come in, some others drop out, bluebirds will peek in, etc. It gets to where you ask 'why bother with forecasting anyway'; just close what you can. Sales people can be really ProActive if they want to make sure they are forecasting real deals, and have a better than 50/50 shot.
You have 30 days to close and clean out that pipeline. Yes, you will end up with a short pipeline list and have to go find (prospect for) more business. Myths and delusions are hard to close. Better you hunt early than go after table scraps. Good luck and use the tools. Skip |
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Tool Review – GAP Charts – How to Quantify Value
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Finally...We really appreciate the time and effort people go through to send us their stories about using the tools in ProActive Selling and ProActive Sales Management. We get sample 30-second speeches, SBPs, ValueStar stories, and sales people asking us to review their agendas or slideshows. We try to get back to them quickly, since we consider it an honor to serve. Thanks again for using the tools and sharing what you do. Keep 'em coming. We are here to help make you better in your field of endeavor.
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M3 Giveaway
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FREE M3 Sales Tools of SuccessFor those who aspire to create significant sales success, Click here for M3's popular tool-based templates. These tools will arm you with tactics to help you to energize your performance and win sales faster. |
Try It / Buy It
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Tactical Lunch 'N' LearnsM3 Learning offers a variety of educational Lunch 'N' Learn sessions for you and your team. The presentations fit easily into a lunch hour or other convenient time slot and are delivered right to your workplace by M3 certified trainers. The presentations feature tool-based tactics—not theory. After the presentation, your sales reps will be able to immediately apply what they learned at the session to move a sale forward. We offer the first presentation for FREE. Each program is from 1 to 2 hours in duration and is customized to meet your goals and objectives:
Contact us for more details. Click here or call 866.462.5763. "These are not tools… these are game-changing weapons." |
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ProActive Sales ManagementFew sales managers are true managers, often falling back on the skills that made them great at sales. This essential book is packed with specific, field-tested tactics for making the numbers in today's competitive sales environment. It's an important resource no sales manager should be without and details how to:
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You're Invited
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Join us for the 2011 Advanced Sales SchoolThe next Advanced Sales School is September 12-14th, 2011 in Northern California. Make you’re A players better. Get them ready for the Q4 push so they can work on the deals that will close in Q4, not the ones that are going to slip. You can help them close the closable business in Q4... send them to the school. For 15 years now, The Advanced Sales School has been making sales people go back to the basics and realize all the skills they have forgotten to use, as well as learn some new ones. Look at the reviews form the last school we just had:
We hear this all the time, and are ready to help your sales people get better at calling high, qualifying real deals, and creating value for the sale to stand on its own. |
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M3 Social NetworkingDid you know that M3 Learning is on Facebook and Twitter? Sign up today and stay up-to-date on the latest M3 events, promotions and more! Become a Fan on Facebook and follow us on Twitter.
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