Selling to Procurement and Pipeline Management

I just started reading a new blog called The Pipeline by Tibor Shanto and it is one that you must add to your RSS reader if you have not already. Last week Tibor wrote a brilliant article called Selling to Procurement. In this article Tibor points out flaws in the way most people sell to government procurement agents because of the belief that this type of sale all comes down to a checklist anyways and that no one really reads the proposals. Tibor’s article has gotten a tremendous response not only from the selling community, but the procurement community and was discussed at http://www.procurementleaders.com/. It’s a great post and you should check it out!

Writing about The Pipeline also got me thinking about a very interesting article about Pipeline Management I read over at Colin Wilson’s blog The Entrepreneurial Salesman. In his post Hobby Horses and the Holy Grail Colin discusses sale pipeline management and lays out 22 points on how to improve a system that is long overdue for a change.
P.S. If you are a sales manager or interested in becoming one there is a group forming right now to discuss the book 360 Degree Leadership by John C Maxwell right now. If you have never read and discussed a book in an online forum like this before, I think you will find it to be a refreshing way to meet new people and challenge ideas. So go check out 360 Degree Leadership for Sales Managers.

-Brad