Tag Archive

Managing Your Sales Portfolio… Like Warren Buffett

Published on March 5, 2013 By Mack Powers

You probably haven’t heard the term sales portfolio much in your sales training.  However, as a salesperson have you ever considered that managing your sales territory and clients is analogous to what an investment portfolio manager does when managing the assets of his/her investing clients.  Let me explain, what if you considered the company that […]

7 Reasons why Sales Pipeline Management is important to your business

Published on January 24, 2013 By Mack Powers

Sales Pipeline Management is critical for the success of any company that relies on a sales team or sales channel to drive revenue growth.  Shown below are seven critical reasons why having an accurate sales pipeline management program in place is important to your company.  A sales pipeline management tool will: Provide a forecast that […]

Is your sales pipeline in a state of “Sales Attrition”

Published on January 27, 2012 By Mack Powers

As a salesperson, you and your management team should be expecting that your efforts will result in the increase of your list of potential deals all the time, eternally. There can be no exception to this rule.

Your Sales TARP = “Take Additional Responsibility for your Pipeline”

Published on April 8, 2009 By Mack Powers

As a Salesperson, does TARP mean Assett Relief or Taking Additional Responsibility (for your) Pipeline