In this episode of The Funnel:

We discuss why business owners tolerate poor sales management and what they can do to break the cycle.

In this episode of The Funnel:

We discuss how sales people can use social media to develop sales opportunities.

In this episode of The Funnel

Making investments in your sales team is nothing new. But in today's consumer technology savvy landscape, its important arm your sales folks with the latest selling tools, which includes the digital landscape of sales 2.0.

In this episode of The Funnel:

In the past, sales training was conducted in a dark classroom in a training facility, taking sales reps and managers across the country to have the proverbial fire hose of training turned on them for 4 solid days. Today, virtual training is manageable.

In this episode of The Funnel:

Why a great sales manager is more valuable than a great sales person. Given the choice between a great sales manager and a great sales person, the sales manager should be the obvious choice. The right sales manager can develop, train and motivate a team.

In this episode of The Funnel:

When marketing thinks they have the ideal lead for sales, they're often shocked when that lead comes back into the marketing nurturing funnel. Listen in and hear how to use sales 2.0 technologies to enhance and improve close rations for those perfect leads. Sales needs context so that they're armed with the insight to convert the a sale.  

In this episode of The Funnel:

We discuss how pipeline metrics can distract from the real issues surrounding a solid pipeline. Metrics are important. However, they aren't the only consideration.

In this episode of The Funnel:

We discuss how  good inbound marketing will keep prospects on your website and why it's important.

In this episode of The Funnel:

We discuss the importance of setting client expectations. Turning around a sales department or creating an inbound marketing program takes time to develop. In many cases it can be months or maybe even a year to see demonstrable results.

In this episode of The Funnel:

We discuss why you shouldn't make assumptions regarding a prospects belief they have completed 60% of their reasearch before they reach you.