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[New White Paper] Optimizing Sales Opportunity Management: 12 Critical Questions Sales Leaders Must Ask

Too many organizations leave the success of their sellers to chance.

More sellers are missing quota, sales cycles are extending, and the competition isn't exactly standing aside to make life easy.

Optimizing_Sales_Opportunity_Management.pngIf sellers want to win in this environment, they must plan to win from the start.

Anything short of this and they set themselves up for failure.

In this white paper, RAIN Group Presidents Mike Schultz and John Doerr pose 12 critical questions sales leaders must ask about their approach to sales opportunity management that will help them shorten sales cycles, improve win rates, and grow revenue.

Specifically, you'll learn:

  • The science behind "Win Labbing" your most important sales opportunities
  • New research and surprising findings on how top-performing companies approach sales opportunity management
  • 11 factors for assigning a Pursuit Intensity rating to your opportunities (and stop wasting resources on business that isn't worth your time)
  • How to leverage opportunity management tools so sellers have the best resources at their disposal
  • The 5 buyer decision roles in every sale
  • How to convert buyers into Change Champions who drive sales forward

Savvy sales leaders are shifting their focus to sales opportunity management, changing how selling is done at their organizations, and finding consistent success.

Download Optimizing Sales Opportunity Management: 12 Critical Questions Sales Leaders Must Ask now. 

Additional Reading
The #1 Way to Decrease Anxiety and Gain Leverage in Sales Negotiations

Alison Brooks and Maurice Schweitzer, two researchers at the Wharton School at the University of Pennsylvania, conducted an experiment to induce varying levels of anxiety among negotiators.

One group was subjected to the not-so-melodious screeching strings from Psycho. The other group was treated to calming Water Music by Handel. After listening for a while, the groups were sent off to conduct simulated negotiations.

5 Ways to Create New Business in Your Accounts

What is it that strategic account managers must do to grow their accounts? Surely, most would agree SAMs should be proactively driving strategic sales opportunities rather than simply waiting and reacting to buyer queries. That is to say: to make new sales, SAMs should be prospecting inside their accounts. Yet, in most organizations, this doesn't happen.

How to Clear Your Pipeline of Dead Wood

It's an all too familiar story. A seller's pipeline looks full! Bursting. Exciting. It stays like that for 2 months, 5 months, 10 months… more keeps going in. Nothing comes out.

It looked great, but it wasn't great. Not even good. Too many sellers have lots of opportunities in their pipelines that shouldn't be there. Neither managers nor sellers want mirage pipelines with visions of promised lands that simply aren't there.