Tag: Pipeline Management
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Stop Listening to What Prospects Say. Start Watching What They Do.
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. Whenever you sell something new, there’s a learning curve. For both buyer and seller. I’ve been reminded of this over the past six weeks as we’ve introduced our new Sales…
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What the Record-Breaking London Marathon Teaches Us About Selling in a Slow Market.
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. You may have heard that Sabastian Sawe became the first human to break the fabled 2-hour marathon mark in London last Sunday. That’s false. Nearly seven years ago,…
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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 