The Best Time to Align Marketing and Sales

If you sense that your revenue engine is under-performing and believe that aligning Marketing and Sales will lead to the necessary transformation you might next ask when is the best time to launch an alignment initiative. Fair enough question and I’ll provide some ideas beyond the obvious answer of, “right now”! Aligning the Marketing function […]

How saying goodbye to your customers can help you re-engage with them

We’ve spoken about Funnel Logic and the way we manage work-in-progress using a sales funnel. One of the critical things in this process is keeping your funnel clean, as there’s nothing worse than a clogged funnel. A clogged funnel contains expired opportunities. These ‘dead’ opportunities cause problems by giving you a false sales forecast, obscuring […]

Maximising the propose to close ratio

Many selling organisations are submitting an increasing number of proposals, in the hope that this will lead to an increased number of sales. But, proposals don’t always close. So, how can you fix a low propose to close ratio? Don’t rely on the proposal document Relying on the proposal to do the persuading is inherently […]