http://www.huntingbigsales.com/2009/09/08/guest-blog-the-three-%e2%80%9cp%e2%80%99s%e2%80%9d-of-sales-crisis-management/ Mon, 10 Oct 2011 13:49:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.huntingbigsales.com/2009/09/08/guest-blog-the-three-%e2%80%9cp%e2%80%99s%e2%80%9d-of-sales-crisis-management/comment-page-1/#comment-916 Jim Gregory Tue, 29 Sep 2009 01:20:11 +0000 http://huntingbigsales.com/?p=871#comment-916 This is very well said. Many sales reps kid themselves about pipeline - counting opportunities that are not even close to being qualified - and it's only a matter of time before those reps end up in a "crisis." I also appreciate your comment re: "triggers" when it comes to approaching existing clients. Far too many sales managers/directors/VPs don't appreciate these dynamics and push sales reps to ask customers to bring in orders early which is all about "my quarter close" and has nothing to do with the customers' interests. I'm glad i found your site - good stuff! This is very well said. Many sales reps kid themselves about pipeline – counting opportunities that are not even close to being qualified – and it’s only a matter of time before those reps end up in a “crisis.” I also appreciate your comment re: “triggers” when it comes to approaching existing clients. Far too many sales managers/directors/VPs don’t appreciate these dynamics and push sales reps to ask customers to bring in orders early which is all about “my quarter close” and has nothing to do with the customers’ interests. I’m glad i found your site – good stuff!

]]> http://www.huntingbigsales.com/2009/09/08/guest-blog-the-three-%e2%80%9cp%e2%80%99s%e2%80%9d-of-sales-crisis-management/comment-page-1/#comment-914 Dan Kemper Wed, 09 Sep 2009 07:41:24 +0000 http://huntingbigsales.com/?p=871#comment-914 This is a great synopsis, Tom. In times of crisis, the shotgun affect has no bearing. You must concentrate your efforts on only those options that carry the most hope for survival. Individuals' feelings play no part in this, if they truly understand the situation. This is a great synopsis, Tom. In times of crisis, the shotgun affect has no bearing. You must concentrate your efforts on only those options that carry the most hope for survival. Individuals’ feelings play no part in this, if they truly understand the situation.

]]> http://www.huntingbigsales.com/2009/09/08/guest-blog-the-three-%e2%80%9cp%e2%80%99s%e2%80%9d-of-sales-crisis-management/comment-page-1/#comment-913 ESims Tue, 08 Sep 2009 22:19:17 +0000 http://huntingbigsales.com/?p=871#comment-913 This is great information. I find building a tight sales milestones flowchart helps in this process. This way you have a set standard of what a lead, prospect and qualified account is. Not based on my "guts" as so many reps do (Me as well). This is great information. I find building a tight sales milestones flowchart helps in this process. This way you have a set standard of what a lead, prospect and qualified account is. Not based on my “guts” as so many reps do (Me as well).

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