Sales Process and Pipeline
Build and optimize your sales process: pipeline stages, deal management, forecasting, methodologies, and closing techniques
10
topics
29
articles
Topics
Sales process definition, funnel stages, steps, and TOFU/MOFU/BOFU explained
Pipeline stages, velocity, coverage metrics, hygiene, and pipeline reviews
Forecasting methods, accuracy tips, templates, spreadsheets, and scenario planning
Deal stages, health scoring, conversion rates, stalled deals, and win/loss analysis
Discovery call scripts, demo techniques, open-ended questions, and pain-point discovery
Write sales proposals, mutual action plans, ROI templates, and business cases
Handle objections, negotiate deals, and close. Frameworks and real techniques.
SPIN, Challenger, Sandler, MEDDPICC, consultative selling, and value-based selling
Enterprise sales cycles, multi-stakeholder deals, champion building, and SaaS sales
Upsell strategies, cross-sell playbooks, expansion revenue, and handoff processes
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