Competitive Selling

Stop guessing what will close. Start building a pipeline you can trust. Most salespeople can't confidently predict their income. Most managers can't confidently predict their forecast. In Competitive Selling: Pipeline Momentum for Game-Changing Results, sales experts Stacia Skinner and Marisa Pensa show you how to transform your pipeline from a reporting tool into a strategic advantage. Using practical strategies, real-world examples, and a powerful chess analogy, you'll learn how to think ahead, stay in control of opportunities, and create momentum that drives predictable results. In this book, you'll learn how to:Create a healthier, more predictable pipeline Improve forecast accuracy and eliminate "hopium" Move from reactive selling to proactive selling Keep opportunities moving with NSTs (Next Set Times) Strengthen customer relationships and increase trust Revive stalled opportunities and reduce pipeline clutter Conduct more effective coaching conversations and pipeline reviews Build a common sales language between managers and salespeople Whether you're a salesperson looking to increase revenue or a manager seeking greater accountability and visibility, this book provides the tools and strategies to help you win more business and achieve consistent results. Your pipeline is your chessboard. Are you playing to win?