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What to do when the sale stalls
How many stalled sales do you have in your sales pipeline right now? You feel as though you have done everything right. You have connected well with your prospect, they have explained their business and relevant personal issues and you are working directly with the person who has the authority and ability to make the decision. They have given you all the right buying signals but the only problem is you can’t get them to sign on the dotted line and now they aren’t returning your calls.

Other sales expertsales pipeline Related Articles

RoP Return on Prospecting inventing a better mousetrap
The majority of sales teams we consult are still forced to cold-call and produce quantity in an attempt to fill the funnel of the pipeline. The definition of “cover” was some mythical rule-of-thumb like 3:1 meaning 3 times value in pipeline to cover target. Little regard was given to sales “cycle time” or time left in financial year – the mantra 3:1 became a KPI and we’ve seen salespeople fired for not driving pipeline! How silly can that be? Quality prospects which meet our engagement criteria and a 1:1 win ration means we don’t add lost cost-of-sale to the cost of those we win. We’ve seen sale teams DOUBLE their attributed product profit margin by changing the way they prospect and engage. Register to download this FREE white paper on the new trend to limit cold-calling and how to utilise the salespeople’s freed up time to SELL!
The Sales Pipeline
Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.
Sales Training – How Top Salespeople Can Stuff Their Sales Funnel
Stuffing a turkey is optional; you can always cook stuffing on the side. Stuffing a sales professional’s sales pipeline is mandatory. Let’s look at the sales pipeline process.
Face Off: Value Propositions vs. Sales Messaging - Why Your Value Prop Is Losing and What to Do About It
This article debunks the myth of the value proposition as a magic bullet for sales. You'll learn why most value propositions are more like blank or copper bullets and how to provide your sales team with the silver bullets they need to grow your sales pipeline and win more business.

Prospecting Improves Morale & Is The Key to Increasing Sales - Find Out the Success Formula
[Business:Sales] Prospecting needs to be part of the entire sales process not just when a sales persons calendar is filled to the brim with appointments. The reason is when the pipeline of appointments dry up the sales person will feel low and morale will suffer for them and those around them. When morale is low theirs one place to look for the culprit and that is the prospecting pipeline. This will be one of the major clues that will determine why morale is low or high. Find out what the SUCCESS FORMULA IS TO INCREASED SALES & INCREASED MORALE...
3 Steps to Filling Your Pipeline with Eager Clients and Customers
If your primary source of business revenue is selling services, there is no worse feeling than having an empty pipeline. So how do you keep a full pipeline with eager clients and customers? Let me share 3 tips to get you started.
Recruiting Strong Salespeople - The Sales Candidate Pipeline
Recruiting Salespeople - again? Yes. I cannot write enough about this! But, as usual, I'll address recruiting from a slightly different perspective this time - the candidate pipeline. Not to be confused with the candidate pool which is simply a single component of the pipeline. Your sales pipeline should have four stages:

How to fill your pipeline pre- and post-sale? Thought leadership is the answer
Filling the sales pipeline is one of the most talked about aspects of marketing and sales. In this article I challenge conventional thinking about how to fill the pipeline and advocate that in fact thought leaderhip is one of the most effective ways to do so.
Tale of Two Clients - Sales Training! :) versus Saaaales Training (:
Here's an interesting comparison for you. Two client companies are on the exact same sales development time line. (Same time line but separate from each other - they don't even know about each other) Both of their sales forces went through sales force evaluations at the exact same time. Both of their sales management teams were developed at the same time. Both of their sales organizations received sales infrastructure help (sales process, sales pipeline, metrics, sales recruiting process, etc).
Understand Pipeline Management for Stronger Forecasts
Having clear definitions around your sales, and sales stages help one sell better, organizations plan and use resources more efficiently, and most importantly win more sales and happy customers. Taking the time to define and understand the difference between forecasts, pipeline, prospects and more, pays continuous dividends.
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