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How To Get To The Decision Makers – The New Reality of Selling

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It’s not often that we get to have an esteemed guest the level of Kevin Eikenberry (From Bud to Boss) but we have him on The Advanced Selling Podcast.

(Listen to the rest of the podcast “From Sales Person to Sales Leader” : http://www.advancedsellingpodcast.com/from-sales-person-to-sales-leader/)

Also on this week’s episode, Brooke Green talks about how we can cope with the recession by understanding the “new reality” of selling. Also, in our “Mailbag” segment, we address the ever-serious topic of ‘how to get access to decision makers.’ Enjoy!

Do You Understand Your Sales Funnel?

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The proverbial sales funnel seems to be the ‘defacto’ way to measure results. No, it’s not always ‘revenue in’…it’s “what’s in your pipeline?” (Do you wake up in the of a nightmare hearing your sales leader shouting that question to you?)

Not sure how we got to this point, but this short video blows up a little of our preoccupation with “funnel” because it highlights an important part–not all people in your sales funnel are equal. Nor should they be treated that way.