Tag: Pipeline Management
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Your Sales Team Is in Drop Shock
The Hartmanns of Elgin, Illinois were not a camping clan. That changed exactly once—May 25th, 1988—when my father came home and announced, “There’s a tent in the back of the van. Drag it into the backyard. We’re sleeping outside tonight.” My brother, sister, and I sprinted to the driveway.For non-camping kids like us, this was…
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How a Simple Probability Method Can Turn Sales Uncertainty Into Predictable Wins
Three weeks ago on a Friday afternoon, Cheryl Jackson—our own Cheryl at Hartmann & Co., the one who helps sales reps keep their pipelines in order—was on a Zoom call with astruggling sales rep, Tim (not his real name). Two important facts: Twelve minutes into their thirty-minute session, Cheryl finished updating deals from Tim’s current customers. Then she moved to prospects and began her…
The Craft of LBM Sales 