Sales, What a Concept!: A Guidebook for Sales Process Performance Improvement

The New Strategic Selling by Robert (Bob) Miller and Steve Heiman, published by Business Plus, Hachette Book Group, New York.

funnel of opportunities? Who gets a seat at the table and who drives the discussion regarding where those sales opportunities? Where did the opportunities come from, how they will be evaluated for investments of time and effort, and how are they supported? Do your sales and marketing efforts appear to be aligned? What does a prospective client look like? Who makes the decisions regarding the criteria for deciding to vigorously pursue an opportunity or not? You should have answers.

Is there a process for discussing sales opportunities or progress in the sales area against plans? Do you use a tracking methodology for sales activities, revenue, bookings, or a managed

Success is achieved through analysis, thoughtful insight into your business and the implementation of new processes or refinements to older ones.