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Take the fat out of your funnel

Posted by Philip Kreindler

You can’t make your numbers without lots of opportunities so the more the better, right? Wrong. We see lots of sales organisations that aren’t..

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You should eat your own dog food

Posted by Philip Kreindler

I was inspired to write this article by the experience of one of our own consultants. Let me tell you about Peter. He is now a strong member of..

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How good Sales Forecasting can improve your reputation

If the most important thing a Sales Professional can do is sell, why do Sales Leaders put so much emphasis on forecasting? And how do you forecast..

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Sales Ops - your best friend or worst enemy

Posted by Philip Kreindler

As a sales person a good Sales Operations function can be your greatest asset, but only when you understand what they can do for you. If you think..

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You have to create remote control presentations

Posted by Philip Kreindler

Frequently, potential customers never get to see you deliver your presentation. In only 1 in 4 opportunities will you get to make a face-to-face..

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Bid Managers - the unsung heroes in the Sales Team

Posted by Philip Kreindler

Every sales person needs to understand what Bid Managers do and how to get the best out of them. The chances of winning an RFP depends in no small..

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How to walk away from a dead horse

Posted by Philip Kreindler

Here is today’s blog in a nutshell. It is a guide to writing a letter that will allow you to waste less time on dead horses – RFPs you are never..

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Stop your sales team not selling

Posted by Philip Kreindler

Most sales people are hired to sell but spend their time doing other things. Furthermore, most sales managers should be developing the..

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Demand generation should be part of Sales DNA

Posted by Philip Kreindler

Is your phone ringing constantly with new leads? Is your pipeline full with qualified opportunities? If so, you must be doing a great job with..

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Game Changers Make Sales

Posted by Philip Kreindler

I have talked about the importance of a Sales Process for several years now and a good Sales Process is essential. You can improve its..

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