http://sales20network.com/blog/?p=232 Sharing sales insight, hindsight and a little foresight Tue, 31 Aug 2010 18:28:07 +0000 http://wordpress.org/?v=2.9.1 hourly 1 http://sales20network.com/blog/?p=232&cpage=1#comment-2751 Joe Terry Wed, 25 Nov 2009 01:32:08 +0000 http://sales20network.com/blog/?p=232#comment-2751 Donal, good solid fundamentals, these 4 points executed well, produce market leading results, amazed how that seems to get missed. I like this best: "Second, it is futile to determine the value of a pipeline by multiplying the value of each opportunity by the probability of it closing. There is no prize for second or third place in selling. You either win the deal or you lose. Having 10 opportunities at 10% probability mathematically may be the equivalent of one full opportunity - but it is not the same as having a signed contract. We are constantly amazed at how seasoned sales managers continue to value their pipelines in this manner." Finally! Sorry, there is no such thing as 10% of a deal. Next time you and I can have a discussion on values of pipeline, I like where you are going. Cheers. Joe Terry Donal, good solid fundamentals, these 4 points executed well, produce market leading results, amazed how that seems to get missed. I like this best: “Second, it is futile to determine the value of a pipeline by multiplying the value of each opportunity by the probability of it closing. There is no prize for second or third place in selling. You either win the deal or you lose. Having 10 opportunities at 10% probability mathematically may be the equivalent of one full opportunity – but it is not the same as having a signed contract. We are constantly amazed at how seasoned sales managers continue to value their pipelines in this manner.” Finally! Sorry, there is no such thing as 10% of a deal. Next time you and I can have a discussion on values of pipeline, I like where you are going. Cheers. Joe Terry

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