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How to Grow Sales By Effectively Managing the Pipeline
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Presented by Dave Kurlan
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The sales pipeline should be the single most accurate indictor of future revenue. However, most companies have pipelines that don’t predict anything and most executives don’t know whether they have lumps of coal or gold bullions in their pipelines.
Attendees will learn how to change the look of the pipeline, change what’s in the pipeline, change how it gets into the pipeline and change how they coach and hold salespeople accountable to the pipeline.
- The Visual Pipeline.
- How to Stage the Pipeline
- How to Hit Quota or Budget Every Month
- How to Accurately Analyze Your Pipeline in Less Than a Minute.
- How to Maintain Balance in Your Pipeline.
Dave Kurlan is the leading authority on evaluating salespeople and sales performance. He is the author of two books, Mindless Selling and his best-seller, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Dave’s training is entertaining, memorable and easy to apply to your business. Dave has successfully shared his unique philosophies for simplifying management with thousands of executives.
"We started standardizing our sales processes and sales training with your techniques back in Aug ‘06. And it looks like it’s working; so far year to date we’re up over 30% from last year."
-Jeff Lem, President, qdata inc.
"We fell behind last month for the first time. Every rep’s numbers got hit at the same time which suggested to me it was outside factors (lead quality, economy, etc.). As part of my strategy to save the month, I re-read Baseline Selling, 30 minutes at a time each night. By the time I finished the re-read on March 31st, we had exceeded quota by 20%. The team is back on track. I thought you would appreciate the story."
-Mark Roberge, HubSpot
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Suggested Attendees: CEO’s, Presidents, Sales VP’s Sales Managers
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| About the Presenter: |
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Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. He possesses 35 plus years of experience in all facets of sales development, sales management and consulting.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, ... read more |
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