• Establish effective prospecting techniques to identify the most
  qualified sales leads and convert them into opportunities;
  
  

• Build practical sales models and processes to reduce the time
  between lead qualification and close;
  
  

• Increase the close rate, and decrease the drop-out rate, for
  qualified opportunities in the pipeline; and
  
  
• Develop the appropriate reporting and forecasting tools and method-
  ologies to manage the sales channel successfully and to achieve plan.
  

Working with an early-stage software company, Jeff successfully implemented a sales model that allowed his client to identify effective lead prospecting techniques as well as to quantify the lead conversion rates and close ratios for opportunities in the pipeline. Using this information, Jeff worked with the client to develop cost-effective programs to achieve revenue targets through more effective lead prospecting and reducing the time to close with a more predictable conversion rate.