Category Archives: Opportunity Management

Crisis Manager or Opportunity Manager? You Decide.

Daniel Burrus — February 22, 2018 Follow @DanielBurrus — February 22, 2018 We all manage something or other, whether it’s other people, an entire organization, sales or even just ourselves. Managing suggests careful planning, a well-thought-out direction and a sense of control. What if we applied that definition of management to opportunity? What if we … Continue reading Crisis Manager or Opportunity Manager? You Decide.

A Far Better Way to Qualify Complex Sales Opportunities

by Bob Apollo Follow @bobapolloAugust 20, 2016 One of the fundamental capabilities that distinguish top sales people – and top sales organisations – from the rest is their ability to accurately qualify sales opportunities from a relatively early stage in the sales process. Effective qualification is important in any sales environment, but it’s absolutely critical … Continue reading A Far Better Way to Qualify Complex Sales Opportunities

Weeding Out Weak Opportunities (and Improving Sales Forecast Accuracy)

by Bob Apollo Follow @bobapolloAugust 13, 2016 How can B2B salespeople (and the sales organisations they work for) identify and engage the prospects that are most likely to buy from them? In even the most successful B2B sales organisations there is always a significant fall-off between the number of qualified sales opportunities that enter the … Continue reading Weeding Out Weak Opportunities (and Improving Sales Forecast Accuracy)

Help Your Team Recover From a Lost Opportunity

by Rachel Clapp Miller March 29, 2016 Follow @ContentRachelMarch 29, 2016 Losing a large opportunity can drain the energy and enthusiasm of even great sales teams. Improving team morale quickly after a lost opportunity is important to getting momentum back in a positive direction. Don’t let one misstep lead to more stumbles. Focus on uncovering … Continue reading Help Your Team Recover From a Lost Opportunity