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How To Create Faster Sales Cycles

With quarter one now complete it is time to review the leads in your sales pipeline and ensure you are now focusing your business development efforts on prospects that are highly likely to convert into sales.

How are you managing your sales pipeline and maximizing your sales efforts?

Review your pipeline today and determine if you have a good “IDEA” about how likely this lead will convert. Consider the following:

Intention to Buy – Have you determined if your prospect has a genuine intention to buy your product/service?

Decision Maker – Are you engaging the right decision makers and how well do you understand their decision making process?

Expectations – Do you clearly understand your prospect’s expectations?

Access to Information – Has your prospect given you access to all the information you require to offer an effective solution/proposal?

The IDEA approach enables you to better qualify a prospect and accelerate your sales velocity. By conducting more effective sales meetings (in-person or over the phone) with your prospects you will be able to convert leads faster or stop wasting time on prospects who are unlikely to buy.

To learn how to apply the IDEA model and create faster sales cycles, join my LIVE online training program commencing April 19 at 12pm (CT).

Register now at


What participants of our first Program have said about the Grow UP Sales Excellence Group:

“The first program of the Sales Excellence Group transformed the way I sell.”

“The great training material coupled with Joe’s dynamic coaching style will provide you with plenty of practical sales tips that produce immediate results.”

“I have learned more from the Sales Excellence Program than any other sales training program over the past 20 years.”


Register now for the Grow UP Sales Excellence Group and generate MORE sales, MORE easily.


Five LIVE online training sessions that will help you:

*Gain valuable insights on how to accelerate leads through your sales pipeline.

*Avoid pipeline congestion by converting sales leads quickly.

*Maximize your business development activity more effectively by focusing on better qualified leads.

Our Live online training program will commence on Wednesday April 19th at 12pm (Central Time).

Award Winning International Sales Coach Joe Micallef will host a LIVE online sales training session with a limited number of online participants ensuring you are engaged in a highly interactive program.

Participants receive EXCELLENT VALUE:

Access to 5 LIVE online training sessions scheduled every second Wednesday between April – June. Log into the exclusive Zoom session from the comfort of your office for a dynamic interactive training experience.

Engage in online conversations with other sales professionals and share best practices.

Receive secure access to the high quality sales training videos/notes that support each LIVE online training session. Videos can be reviewed on any PC or mobile device at your leisure anytime to further embed your learnings.

Field exercises to help you practice the skills learned will be assigned at each training session with online support provided by Joe Micallef.

Register now at

Article written by Joe Micallef – Sales Strategist & Coach – Grow UP Sales. For sales leadership coaching and guidance contact Joe at or visit the webpage