Sales Pipeline - Fact Or Fiction

As salespeople know, the pipeline is a vital part of the sales process. But what is the usual definition of a sales pipeline? It may be a list of prospects at various points in the sales cycle, from leads to those ready to close. At times, a sales pipeline could be a set of leads and nothing more. In order to maximize the sales process, the sales pipeline must be a well-planned management cycle with specific components. In this view, today's sales pipelines are not quite fact, but not quite fiction, either. Let's find out how to upgrade that sales pipeline into a true sales cycle management system.

The first component of sales cycle management is opportunity management. In short terms, opportunity management is the act of focusing on the most promising sales possibilities. When you manage opportunity, you are expending energy and time on probable sales instead of the "maybe's". But how do you go about managing opportunities? First, you must identify them. Which possible sales are moving forward? Which ones, based on forecasting, will be more likely to close? Next, prioritize the list based on expected income generation, time to close, and expense. Finally, allocate resources to those opportunities. Sales people can also maintain their list in "top ten" or "top five" format, that is, focus on the top opportunities and update them constantly as the sale moves forward.

Next, sales forecasting is an important component of your cycle. Forecasting is simply the prediction of sales based on past numbers - along with analysis of existing conditions. When you forecast, you're creating an objective view of the future and rooting your sales pipeline in reality as opposed to "fiction". Forecasting also gives a good view of the price of products as well as the cost of closing sales. But to be completely rooted in reality, your forecast must take into account the factors acting upon sales, including seasonal need, general economic conditions, competitors, and consumer conditions. There are various formulas for sales forecasting based on qualitative and quantitative measurements, but you have to determine which one is right for your organization, products, and sales measurements.

Sales Pipeline - Fact Or Fiction

The third component of the sales cycle is account planning, or building a realistic sales plan. From your opportunity management and sales forecasts, you can establish sales goals, strategies, and tactics. As part of account planning, you should take these goals, strategies, and tactics all the way down to the individual customer level. By doing this, you'll be able to develop sales plans for the best opportunities - and break goals down into time periods. The combination of plans for opportunity and time-based goals will create a strong account plan.

The final piece of sales cycle management is performance analysis, which essentially closes the gap on your sales cycle. Sales performance analysis is sometimes brushed aside in favor of "keeping the cycle moving", but you should spend a considerable amount of time and energy here in order to adjust your entire process. In order to analyze performance, you first need to know your close rate. From knowing this bit of information, you can improve your definition of a qualified lead in opportunity management - if close rates are low, your opportunity management process is out of line. Through your analysis, though, you'll be able to shorten your entire cycle by spending targeted, quality time on the most probable sales. You also need to review sales goals consistently, by time period. Are sales falling far short of the goal or in constant excess? What you find out may again point to flaws in the other components of your process. Another point in performance analysis is to audit each sale and determine how much was spent to generate the income from the sale - everyone involved in the sale should understand the profit margin. As you consistently analyze sales performance, you'll be able to make adjustments at all phases of your sales cycle.

So a traditional "sales pipeline" is not necessarily "fiction", but it must be modernized to include the four components of sales cycle management. In our next series, we'll look at each individual sales cycle component in more detail so that you can move your pipeline into firm reality.

Sales Pipeline - Fact Or Fiction
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Bryant Nielson - Managing Director and National Sales Trainer - assists executives, business owners, and top performing sales executives in taking the leap from the ordinary to extraordinary. Bryant is a trainer, business & leadership coach, and strategic planner for sales organizations. Bryant's 27 year business career has been based on his results-oriented style of empowering.

Subscribe to his blog - and learn the legendary secrets of top business training programs at: http://www.BryantNielson.com

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Fiction Tips - What is Backstory?

One of the weaknesses I've often seen in the work of beginning novel writers is a lack of time spent in creating the backstory. They are in such a rush to get the story on paper, they fail to consider where there character were and what they did, previous in time to the story setting itself.

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First of all, let's define backstory, and then we'll discuss why it is so very important. And why all authors must include this vital step in plotting.

Definition of Backstory

Fiction Tips - What is Backstory?

Each of the main characters in your novel has a life, which means he or she also has a past. They didn't just jump into life the moment the story begins, even though for you as the author that's exactly what has happened.

This is true with any person - their past experiences, their upbringing, their family history, their sibling relationships, their political and social attitudes - all make up the entire personality of that person. They are who they are because of their past history.

Now apply this to your characters. Where did they come from? What is their family history? What circumstances has brought them to the place where they are now? All of this makes up the backstory.

Importance of Backstory

Anyone working on plotting a novel would do well to spend time outlining (only for the eyes of the author) the "pre-story" past going as far back in time as seems interesting - or helpful. Or you may want to write short biographies of each of your main characters in which at least some of their lives in the past have intersected.

The more you know about your character's past, the deeper and richer your character will become. In fact, the deeper and richer your entire novel will become.

How much of your backstory will appear in the novel? That depends entirely on the flow and focus of the novel itself. For some, it may appear in the form of a flashback. Or the backstory facts may resonate in small conflicts, joy, or veiled barbs.

In the second book of my Tulsa Series, Tulsa Turning, I had already established in the backstory that the main character Clarette came from a wealthy family whose wealth came from the silk trade. Though the book is set in 1921, I knew from the backstory that her ancestors had sailed the dangerous seas to China to ply this trade.

Clarette is a rebel who wants nothing much to do with her family's money. She wants to make it on her own as a newspaper reporter. On a return visit home (from New York City to New Jersey) she is in conversation with her staid and snobbish older brother.

Because the backstory was already established in my notes, it was simple to create this scene. Brother, Aubrey, is chiding Clarette for dropping out of the fine girls' school chosen by their parents.

************************

"Miss Damerow's is a fine school," he told her, "where you were learning decorum and discretion, not women's rights and Sigmund Freud."

"No matter where I studied, I'd still be me."

"Perhaps. But you'd be a better you."

"I'd be a boring pattern of my staid ancestors."

"Our ancestors are all people to be proud of and to emulate."

"Really? Then why aren't you sailing to China on clipper ships, bringing back the yards of silks, rather than sitting in the office making boring deals on the telephone?"

"Not that way!" Aubert interrupted her, reaching out to pull at the steering wheel.

By instinct she'd almost turned down the road to the sturdy old two-story where the two of them had grown up together.

"Okay, I got it," she retorted smacking at his interfering hands. It was difficult to remember that her parents were now at home at the impressive Vanderpool Estate a few more miles down the road.

Their life in the old house existed when the Vanderpool business was in silks and silks alone. Those endeavors had mushroomed into several garment factories, a new boutique on Fifth Avenue, and now the newest twist, her father's interest in the ever-growing stock exchange.

"Back to my question..."

"The ability to sail a clipper ship wasn't the type of emulating I was referring to, Clarette, and you know it."
*******************

Creating backstory may mean checking dates and historical facts, all of which help you as the author to be more in control of your story line.

Dangers of Creating Backstory

One danger of working with backstory is that it may turn out to be so much fun it will keep you from the actual writing of your novel.

The second danger is that you become so enamored with the backstory that you feel you must dump it on the reader all at once, simply because you have all that information. When that happens you'll end up with way too much flashback in the novel, hindering story flow.

Keep in mind that this information is not a stimulus for the present novel storyline, but a foundation upon which to build.

Fiction Tips - What is Backstory?

Are you a fiction lover? Are you a student of fiction? A teacher of fiction? A reader of fiction? Let veteran, published author, Norma Jean Lutz help you enhance your knowledge and appreciation of fiction writing. Author of over 50 published books as well as hundreds of articles and short stories, Norma Jean is a popular workshop and writer conference instructor. She shares tips, concepts, and intricate writing techniques right here: http://www.fiction-aire.com/fictionaire.html

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Teaching Main Idea and Authors Purpose

What is the difference?

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Main Idea: All stories, paragraphs, poems and articles have a main idea. The main idea tells us what the passage is about. The main idea, if stated, is also known as a topic sentence, and is usually stated in the first or last sentence of the paragraph, but not always. Sometimes it is in the middle of the paragraph, and sometimes it is not even stated (but implied). The other sentences tell more about the topic sentence. To find the main idea, one needs to ask themselves, "What is this passage mostly about?"

Author's Purpose: Every author has a purpose for writing his passage. It might be to give information, explain something, solve a problem, sell something, persuade, or even simply to entertain. Authors support their purpose for writing with their point of view...their thoughts, feelings and beliefs.

Teaching Main Idea and Authors Purpose

In reading fiction, one needs to know who is telling the story. Is it a main character? Or is it someone else, a narrator? It is also important to understand the tone or mood of a story (the feeling that the author creates). Is it funny, sad, or scary?

Children often have difficulty distinguishing the difference between these two reading elements. I find it helpful to teach Main Idea first, making sure they understand before I move on to Author's Purpose. After they understand both concepts we discuss the differences. it is also important to question and listen to the child so you are sure they understand.

How to teach these to concepts: To begin with explain the concept you are teaching. You can actually read the descriptions I give above or use your own words if you like.

The next step can be quite fun if you adjust to the child's interests. Do they like to fish, hunt, play games, help you, tell stories, or read about certain subjects? I have had students write a letter or an article, and then ask them to tell me their main idea and/ or authors purpose along with other questions mentioned above. Sometimes I choose passages that I know they would be interested in reading, and ask the same questions. While viewing a TV advertisement (or an advertisement on a cereal box) it can be fun to ask them what they think the authors purpose is, and if they agree with it. There are numerous daily activities that can support your teaching objectives.

Using curriculum is great too. There is some very good curriculum out there, which can be a time saver for you the educator, and there is nothing wrong with that if it is working for you and your student. I personally use both curriculum and the creative methods.

Don't be intimidated. With a little information and the right tools, teaching children to read is fun and easy.

Teaching Main Idea and Authors Purpose

Roma Cox, who is a professional tutor, has over 32 years experience in helping children learn to read. She is often given the children that are expected to fail, and her success record with these kids is 88.8%, and higher if given the children before problems develop.

She has an elementary reading curriculum available on line that "children beg to play"...not like anything else. You can learn more about her curriculum, her services, and receive her free News Letter by visiting her web site http://www.read-phonics.com/.

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I Have a Little Chat with Adam and Eve

I sent a postcard to Peter to see if I could have another chat with God. He said that I would have to wait my turn which would occur in 2788. He added that I would be dead by then but I might be able to catch Him on the bicycle path once I got there. He said that would be between 4:17 and 4:19 a.m. except on Sundays when he has about a trillion zillion prayers to answer. However, Adam was available.

I found myself standing in front of Peter at the Gate and he pointed and said, "Adam wants to meet you in the park. He likes the outdoors."

Fiction

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Of course, I was flashed there and found Father Adam sniffing a huge red rose blossom. The fragrance was strong and made my head spin. Wow!

I Have a Little Chat with Adam and Eve

Adam didn't look up at me but said, "I'm sorry you are not getting The Grand Old Eternal today. I'll have to do. He is just too busy to handle everything. He depends on the rest of us to help him. Like on earth, he doesn't impose on us. We have to want to help out. Not everybody does."

I said, "Do you mean that those who live in Heaven defy God?"

Adam looked up at me with his translucent blue eyes and said, "No. Never! They just don't always do what he wants when he wants it. What is it that you want? I hope it is not great wealth, good health, or peace in the world. Those things are so ephemeral. Don't you have something important for me today?"

I said, "If those that live here are not doing God's will, is there a chance for another war in heaven? I don't want to come to Heaven if you are going to have another war. I've had too much of that on earth."

Adam said, "There are no belligerents here. There will be no war. There are those here who have decided that their heavenly reward should be doing what they want to do when they want to do it. They are off half the time taking space cruises. On the earth, they spent their time on sea cruises. They are not bad, just very useless."

I said, "I've always wanted to go on a sea cruise. I haven't because they are expensive, you eat too much, the ship is crowded with other eaters, and you might catch the bubonic plague."

Adam laughed. Then I heard a woman laugh. Adam said, "Is that you, Eve?"

Eve came out from behind the rose bush. Adam said, "You weren't Eve Dropping were you?" Then he laughed.

I though it was a pretty funny too but I decided to keep a straight face less Mother Eve was offended.

Adam said, "This is Taylor Jones, the hack writer."

Mesmerized by Eve's beauty I just nodded. Eve said, "I've been reading your stuff on the Internet. I like your UFO articles. There is one correction, however, Xrytspet from Fanton in G10009845788899990766 does not fly an FnL7 Time Craft anymore. She has the newer FnL7-A Time Craft."

I said, "That little snit. She told me that she didn't know where God lives. She's been here hasn't she?"

Eve smiled, her brown eyes shining. "That could be right, Taylor Jones, the hack writer!"

Adam said, "That's what you wanted to talk to God about, isn't it? You think you are going crazy. Well, worse things could happen to you. No use taking being crazy too serious. It might even lead you to greatness. Einstein had the delusion that if you put a large object into space, that space would be distorted around it."

I got Father Adam out of earshot from Eve. I said, "Was Xrytspet from Fanton in G10009845788899990766 really here?"

He laughed again. "No, Taylor Jones, the hack writer. Eve likes to snoop around. She saw the briefing sheets on my desk saying that you had been writing a zillion articles for http://www.ezinearticles.com. That's where she learned about Xrytspet from Fanton in G10009845788899990766."

I said, "I've got to get back home. My wife wants to go shopping tonight. Oh, and Einstein was right wasn't he?"

I Have a Little Chat with Adam and Eve

John T. Jones, Ph.D. (tjbooks@hotmail.com), a retired college professor and business executive, Former editor of an international engineering magazine. To learn more about Wealthy Affiliate University go to his info site. If you desire a flagpole to Fly Old Glory, go to the business site.

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The Most Exquisite Girlfriend - 9 Qualities I Look for in a Lady - How Many Do You Have?

As a born again Christian I am writing for ladies of faith, or ladies who are just curious to know what a man wants is a woman.

In no particular order these are my top nine qualities I look for in a lady that I would marry.

Fiction

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A lady with purpose and vision

The Most Exquisite Girlfriend - 9 Qualities I Look for in a Lady - How Many Do You Have?

Because I am a believer in God and the Bible, a believe that every single human being is born with a purpose and destiny. It is sad that many people have dreams and yet as life goes past them they give up on their dreams. The lady I commit to will have very clear dreams and vision for the future.

A self starter- motivated

I want a lady that does not need my approval in everything that she does. As my wife and mother to my children, she would have to be an equal of mine with the authority to make major decisions if I am not available.

She likes to have a friendly debate.

I don't like people that agree with everything that I say. How can I ever grow and learn new things to replace my wrong ideas and opinions if my lady is not prepared to challenge me. I have a young girl who has won about 17 debates with me and proven me wrong each time. I am a better person for all of those discussions.

An avid reader of fiction and non fiction

I heard a famous cliché once that said, "leaders are readers" I have big dreams for my life and when I settle down I want a queen that can co-rule my empire with me. Only a reader will be able to do this.

Willing to be a giver of money to the Lord

I give a lot of money to the work of the Kingdom of God. My wife would want to go without expensive things and live on a modest income just like myself.

Deep thinker -able to come up with ideas and opinions that the world does not share

As a deep thinker I would not be happy with a person that could not have a conversation with depth in it.

Confident in her own skin

I would like a lady that although she might have floors in the way she looks or some sort of shortcoming in her life, who is still confident and happy in her own skin.

A good communicator

She would have to be a person that loves to talk and who would communicate any unhappiness and not stew on something to the point that she gets angry.

An abiding relationship with Jesus

I would require a lady that can endure massive trials and pressures that would come with a large ministry where I am headed. I need a lady with great faith and a solid and deep relationship with God and Jesus.

Any takers? Does anyone of you qualify? If you think you do rate this article five stars.

The Most Exquisite Girlfriend - 9 Qualities I Look for in a Lady - How Many Do You Have?

If you have enjoyed my article you can read a soon to be published book called "The parables of Jesus made simple" for free here in its entirety or just selected parables in chapters at http://www.parables-of-jesus-christ.net/ The book will be available in early 2011

For prophetic counsel, Christian life coaching, Dream interpretation, Christian chat and great Kingdom Teaching come and see us at http://www.kingdomassignments.com.au

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Eating Too Much Sugar Causes Diabetes - Fact Or Fiction?

Like most diseases, there is plenty of fact and fiction and often the two become intertwined and diabetes is no exception. Most people think that eating too much sugar cause diabetes, this is not true.

Diabetes is not caused by eating sugar. Diabetes is caused by a combination of genetic and environmental factors. However, eating a diet high in fat and sugar can cause you to become overweight.

Fiction

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It is being overweight that radically increases your risk of developing Type 2 diabetes, so if you have a history of diabetes in your family, I would recommend a healthy diet and regular exercise.

Eating Too Much Sugar Causes Diabetes - Fact Or Fiction?

Actually, I remember a story about an ex-patient of mine, let's call her 'Patricia'.

We spoke at length about all her risk factors, but she stopped me when I asked her if she had any relatives with diabetes. I couldn't hold back the laughter, when she informed me that she wasn't too worried as she didn't like her relatives and had no contact with them!

Yo can catch diabetes from someone else - Fact or fiction?

This brings me nicely to another common myth about diabetes, that it can be passed from person to person by everyday contact (SOURCE: Diabetes UK). Although we don't know exactly why some people get diabetes, we know that it is not contagious - it can't be caught like a cold or flu. There seems to be some genetic link involved particularly Type 2 diabetes. But environmental factors also play a part.

That's enough Diabetes Fiction now for some fact

Diabetes is a metabolic disorder characterised by abnormally high blood sugar levels due either to lower production of insulin or abnormal resistance to insulin's effects.

The major symptoms are excessive thirst, frequent urination, muscle cramps, poor healing of wounds, impaired vision and itching.

Heart disease and stroke - caused by diseased coronary arteries supplying blood to brain- are also common complications associated with diabetes.

As people age, insulin production may diminish and/or insulin resistance may increase. If the consumption of food, especially food that causes rapid surges in blood sugar levels, remains high, blood sugar levels may become and remain abnormally high, which is the condition known as diabetes.

The serious consequences of this are collapse, a diabetic fit followed by diabetic coma and if not treated quickly, death can occur.

So diabetes is a killer disease!

Conventional and Complimentary treatments.

One problem with conventional treatments is that they are sometimes cumbersome and, on their own, not always effective. They sometimes have unwanted side-effects and very occasionally serious side-effects have been reported.

This is not to say that oral medication should not be used. On the contrary, they may be life-enhancing and life-saving and they should certainly never be stopped or their dose changed without a doctor's advice.

But the need for them - and indeed the need eventually for insulin injections - will be greatly reduced with a few simple changes to lifestyle. One of the best things you could do is follow the methods of Doctor Patrick Quillin in his International bestselling book The Diabetes Improvement Program.

I've reviewed this book before and it stirred up quite a lot of interest, so I think it's well worth another mention.

The author, Doctor Patrick Quillin, is renowned in this field and I've been impressed with his theses in the past. He uses food and supplements to slow and even reverse all aspects and symptoms of diabetes.

The programme helps to eliminate ketones and provides an abundance of energy. It normalises blood sugar levels, and improves both eyesight and balance. Scratches and scrapes heal much quicker. It will also renew feeling and sensation in numb limbs.

It reverses neuropathy and helps to heal ulcers. All these fantastic benefits have great knock-on effects as well. They help with blood pressure, lower cholesterol and triglyceride levels, reducing your risk of heart attack, stroke and kidney damage.

And for those of you that are quite handy around the kitchen, there is a second great book associated with the programme called the Diabetics Cookbook, that lists hundreds of great recipes from all around the world.

Due to the success of the Diabetes Improvement Program last time I mentioned it the publishers have agreed to supply my readers with both the Diabetes Improvement Program and the Diabetic Cookbook at a specially discounted rate. Basically, if you buy both books, you get the Cookbook for just a fiver! That's half price and not a bad deal if you ask me. To read more about the Diabetes Improvement Program visit my website.

That's all for this week. Stay healthy.

Eating Too Much Sugar Causes Diabetes - Fact Or Fiction?

Dr Bruce Caine is a Sixty Five year old retired GP, who is quietly losing his boyish good looks, but with dignity. I retired just over a year ago and the first six months were great - moving to Spain and doing all the things we've always wanted to do. But now, the truth is - I've started to miss being in practice and being involved with people. So, that's why I started The People's Doctor - a weekly newsletter all about general health matters. To learn more about Diabetes Improvement Program visit my home page at http://www.thepeoplesdoctor.co.uk

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Visualization How To - 30 Days To Clarity On Your Goals

In an earlier article, I wrote about the importance of dreaming and planning to the success of your personal goals. Being a dreamer is about getting in touch with your values. Dreaming is a process that allows your values guide you. Pursuing goals without knowing that they are connecting you to your fundamental self is likely to put you on a treadmill of searching. Even in the busiest analytical mind, there is a kernel waiting to be tapped, which will give insight into your goals. This is the work of the dreamer: to understand the self so that you can pursue goals that nourish you, and those around you. Some tools of the dreamer are visualization, hypnosis, values survey tools, life mapping and journaling, among others.

Here are guidelines for taking yourself through a visualization exercise. The more often you do this exercise, the more clarity you will get about the type of work and life situation that is truly right for you.

Fiction

You may choose to daydream, sit with your coffee and imagine going through your ideal day, ideal week, etc. Or you may want to write it out in a diary type of format, or even write it out as a piece of fiction. Whatever works for you is fine. Or try mixing it up, do some writing, do some daydreaming. Some people think better with a pen in their hands and find that it helps get their thoughts out of their heads. Some people find pictures that represent what their dreams are and post them all over a "vision board."

Visualization How To - 30 Days To Clarity On Your Goals

The basic exercise is to walk through a day, or a week, or even just moments of time in your ideal job. Don't worry about all the details, they will come as you repeat this exercise. Try to do this as often as possible over the next month--daily is preferable. It doesn't need to take more than 5-10 minutes a day, but the more frequently you do it, the more details your mind will add in and the more clarity you will have at the end of the month. Try not to do it while driving, though; you may miss your exit due to the hypnotic state you will be in.

Walk yourself through whatever chunk of time suits your fancy at the moment and think it through in as much detail as you can. For example, say you are visualizing your perfect career. Where are you driving to in the morning? At what time? What are you wearing? What type of office environment do you have? A cube? An office? The great outdoors? What is the first thing you do when you get to your workplace? Whom do you see on the way in? What meetings or activities are on your calendar? What issues are you tackling? How are you acknowledged by your coworkers? What are your work interactions like? What do you do for lunch? What time do you leave to go home and how do you feel when you leave the office for the day--anxious about the next day? Excited about what you've accomplished? Why? Etc., etc. Try to work through this in as much detail as you would experience in real life.

This will get easier if you do it a little bit every day, and let your subconscious drive this process as much as possible. Leave your critical mind out of it as much as possible. If you find that for some reason your dream has you wearing a suit, and that is out of the norm for you, let that happen--don't question or reject any of your dreams, just let them come out. Like a brainstorming activity, there should be no judgment while people are getting their ideas out. Just see where the visualization leads you and what that means. Pay attention to as much little detail as you can, and try to get more and more detail day by day.

If you do this every day over a month, you will get more clarity on your goals and that will help you know what direction to pursue in order to fulfill them.

Visualization How To - 30 Days To Clarity On Your Goals

Cindy Locher is a Certified Hypnotist and expert in stress reduction. Find out more about stress reduction and how hypnosis can help you live a better and more fulfilling life at http://www.MN-Hypnosis.com

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