Funnel Audits: Building a New Muscle Memory of Selling

Posted on March 12, 2010. Filed under: Funnel Audits, Pipeline Measurement, Sales Management | Tags: , , , , , |

One of the golden rules of selling is to understand needs before you pitch solutions.  It’s similar to what Steven Covey drilled into us with his Seven Habits book, ‘seek first to understand, then be understood.
While Covey’s advice is aimed at understanding people, we can apply it to managing your sales funnel throughout the year.  Over a 365 day period you’ve got to regularly seek to understand your funnel’s condition, then set action plans to accomplish your goals.


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