HomeJay SpielvogelBusiness/ManagementSales Pipeline Forecasting – Fact or Fiction?Learn how to improve the accuracy of your sales team’s pipeline forecasting and the effectiveness of your sales management approach.Workforce DevelopmentMitigating the Risk of the Lawyer EffectPrevent deals from falling apart due to lower-level stakeholders who maintain the dominant and outspoken role in the meeting with a salesperson.Business/ManagementHow to Shift From Sales Manager to Effective Deal CoachGreat sales coaching starts with a sales manager truly caring about the success of their direct reports and a plan for coaching them on how to achieve that success, especially when it comes to deal coaching.Business/ManagementSales Focus: Selling on the Phone in the “New Normal”The ability to sell in a virtual situation vs. in person requires a different skill set for engaging the prospect.
