Read this to avoid committing the biggest sin in sales - wasting time.
Steve Browne is a sales mentor of mine. He's a master in his own right in both closing monster deals at companies like Oracle and HP as well as figuring out how to get a startup their first million in sales.
A lot of LeanSalesTraining.com has been inspired by working with him at a startup, keeping in touch and the posts he's blogged at his blog Innovatorstraction. I'll be posting more material from him over time, but I thought the first post for LeanSalesTraining.com's blog linking to his deceivingly simple approach to managing one's time in building a pipeline is THE way to begin.
I intend to answer any questions written in posts, and will most definitely be calling up Steve for him to weigh as well :-)