pipeline

5 Reasons to Focus on Increasing Sales with Existing Customers

5 Reasons to Focus on Increasing Sales with Existing Customers

For any sales organization, prospective buyers come in two flavors: those who have already bought from your company, and those who haven’t. It’s no secret that many companies expend tremendous resources – in time, money, and sales rep blood, sweat, and tears – focused on selling to new prospects. While new customer acquisition is essential [...]

5 Reasons to Focus on Increasing Sales with Existing CustomersCatherine Caughey2023-04-13T14:37:37+00:00

How Do I Calculate the Right Sales Pipeline Volume?

How Do I Calculate the Right Sales Pipeline Volume?

Why it matters: Without an accurate sales pipeline, companies cannot reliably plan their operations and achieve their revenue targets. Top executives commonly miss having a well-established pipeline strategy that is critical in driving “the right” activities and volume to meet predefined goals. This foundation provides guidance for your salespeople, enables accurate sales forecasting, empowers your [...]

How Do I Calculate the Right Sales Pipeline Volume?Catherine Caughey2022-12-01T17:57:06+00:00