Lead qualification is what protects your sales pipeline
If your sales forecasting feels unreliable, look upstream.Late-stage slippage.Conversion volatility.Discount creep.Planning anxiety. When these show up, teams often push for more activity or stronger closing inside the sales pipeline. But the issue rarely lives at the bottom of the funnel. It begins when weak opportunities are allowed into the pipeline. That is a lead qualification […]
Your sales pipeline velocity is limited by your ideal customer profile
Your sales pipeline velocity is not primarily determined by effort.It is not determined by how many calls are made.It is not determined by how many emails are sent.It is not determined by how aggressive your follow-up is.It is largely determined before the first conversation ever happens. In multi-step multi-decision-maker B2B selling, velocity is engineered upstream. […]
Why your sales pipeline feels fragile — and the bottleneck causing it
Your sales pipeline looks healthy.Meetings are on the calendar.Activity is high.The dashboard says you’re fine. But something feels fragile. Table of Contents In multi-step, multi-decision-maker B2B selling, fragile sales pipeline management is rarely a volume issue. It is usually a structural constraint inside pipeline generation. Until that constraint is relieved, everything else is incremental. In […]
Salesy, Bigfoot, and one-call closes: 3 myths costing you deals
We tell ourselves stories to feel safe. In the wild, we tell stories about Bigfoot to make the woods feel magical. In sales, we tell ourselves stories to avoid the discomfort of rejection. We tell ourselves that we shouldn’t be “salesy” because we want to be liked. We tell ourselves that if we were just […]
The sales performance management shift: when slowing down accelerates revenue
When I started selling, speed was everything. I moved fast, and it worked. In the beginning, or when organizations are smaller and deals are transactional, hustle is an asset. It is a numbers game, and if you play it fast, you can win. But things change when companies get larger and projects become more complex. […]
How to build a b2b sales incentive program that drives revenue
“Show me the incentive, I’ll show you the outcome.” – Charlie Munger Incentives are the most potent force shaping human behavior and, consequently, the results of any system. If you want to impact behavior and boost sales results, understanding how strategic sales incentives shape your culture and performance is key. These are the thoughts of […]
Show me the sales incentive, I’ll show you the outcome
“Show me the incentive, I’ll show you the outcome. Charlie Munger Incentives are the most potent force shaping human behavior and, consequently, the results from any system. If you want to impact behavior and boost sales results, understanding the impact incentives have on culture and performance is key. These are the thoughts of Charlie Munger, […]
Before you start cold calling or outreach to strangers, grab the gold in your house list
Before you invest money and time cold calling or other forms of cold outreach to strangers, start touching those that are already aware of you, know you, met you and have interacted with you. Don’t ignore this low-hanging fruit. Pivot points is about getting the most bang for your business development buck. Your fastest and […]
No is your sales superpower: Top sales pros focus firepower and dump the maybe pile
In B2B sales, success often has less to do with rapport, pitch decks, or even the number of calls made—and more to do with where you aim your effort. The highest-performing salespeople and teams have one skill in common: the ability to say no to lower-value distractions and relentlessly prioritize their time, talent, and money […]
What makes Scott Channell sales training unique?
On the Marketer of the Day Podcast with Robert Plank he asked me “Scott, what makes you unique? Listen to my answer. Transcript below. https://scottchannell.s3.us-east-1.amazonaws.com/MOTD+Scott+Unique.mp4 Transcript – lightly edited Robert Plank: [00:00:00] There’s so many books out there. And as far as you, Mr. Scott channel author of Sell the Meeting, how are you different? […]