SALES PIPELINE AND DEAL MANAGEMENT
WHY YOUR CURRENT DEAL MANAGEMENT STRATEGY IS EATING AT PROFITS, AND HOW TO FIX IT.
Effective DEAL MANAGEMENT
Proven Strategies for Successful Sales Pipeline Management and Deal Execution
Win rates are dropping, sales cycles are lengthening, and average deal sizes are plummeting. The culprit behind these issues is often a lack of, or poor, sales pipeline and deal management systems.
Many sales organizations prioritize the top of the funnel while little attention is paid to effectively managing opportunities once they’re created.
If you struggle with inaccurate forecasting, long sales cycles, last-minute deal losses, or lack of visibility into your deals, it’s likely that poor deal management is too blame.
Without a proper deal management system, you’re bound to experience one of more of the following challenges:
- Revenue Leakage and Low Win Rates
- High Customer Acquisition Costs
- Low Average Deal Sizes and Long Sales Cycles
- Poor Sales Forecasting Accuracy and High Average Time to Close
Inside this eBook, we delve into each problem and provide practical solutions to overcome them.
It’s time to optimize your sales pipeline management – what are you waiting for!
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People don’t buy from people they like. No! Your buyer doesn’t care about you or your product or service. It’s not your job to overcome objections, it’s your buyer’s.
Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople. Price isn’t the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics.
Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world.
In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today’s sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value.
Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:
- Shorter Sales Cycles
- Increased Revenue
- Elevated Deal Values
- Higher Win Rates
- Fewer No Decisions
- More Leads
- and Happier Buyers
Gap Selling elevates the sales world’s selling IQ and turns sales order takers into sales influencers.