Competitive Selling: Pipeline Momentum for Game-Changing Results - Couverture souple

Skinner, Stacia; Pensa, Marisa

Couverture souple

ISBN 10 : 1733853162 ISBN 13 : 9781733853163

Editeur : Big Dogs Publishing, 2026

Synopsis

Stop guessing what will close. Start building a pipeline you can trust.

Most salespeople can't confidently predict their income. Most managers can't confidently predict their forecast.

In Competitive Selling: Pipeline Momentum for Game-Changing Results, sales experts Stacia Skinner and Marisa Pensa show you how to transform your pipeline from a reporting tool into a strategic advantage. Using practical strategies, real-world examples, and a powerful chess analogy, you'll learn how to think ahead, stay in control of opportunities, and create momentum that drives predictable results.

In this book, you'll learn how to:

• Create a healthier, more predictable pipeline
• Improve forecast accuracy and eliminate "hopium"
• Move from reactive selling to proactive selling
• Keep opportunities moving with NSTs (Next Set Times)
• Strengthen customer relationships and increase trust
• Revive stalled opportunities and reduce pipeline clutter
• Conduct more effective coaching conversations and pipeline reviews
• Build a common sales language between managers and salespeople

Whether you're a salesperson looking to increase revenue or a manager seeking greater accountability and visibility, this book provides the tools and strategies to help you win more business and achieve consistent results.

Your pipeline is your chessboard. Are you playing to win?

A propos du livre

À propos des auteurs

For more than 35 years, Stacia Skinner has built her career around a passion for helping people become more confident, intentional, and successful in the way they sell, lead, communicate, and connect with others. As president of Creative Training Solutions, Ltd. (CTS), which she founded in 2003, Stacia has worked with sales professionals, managers, and organizations across a wide range of industries and cultures. An accomplished speaker, trainer, and sales professional, she is known for her energetic, practical approach and her ability to turn proven sales principles into strategies people can put into action. Stacia began her journey as an author with Sell Now, published by Adams Media. She later joined forces with longtime business partner and friend Marisa Pensa to create the Competitive Selling series: The Guidebook to Proactive Calling in a Reactive World, The Guidebook to Resilient Virtual Selling, and now Pipeline Momentum for Game-Changing Results. Throughout her career, Stacia has remained committed to the belief that lasting success is built through consistent habits, genuine relationships, personal accountability, and the confidence to keep moving forward. Her greatest reward is helping salespeople and managers recognize what they are capable of and giving them the tools and momentum to turn that potential into results.

For more than 20 years, Marisa Pensa has built her career around a genuine commitment to helping salespeople and sales leaders succeed, giving them practical frameworks, processes, and systems that make selling and coaching more effective and efficient. As founder and president of Methods in Motion, Marisa has partnered with hundreds of businesses across a wide range of industries, helping sales teams turn good intentions into consistent execution and measurable growth. Known for her engaging and encouraging approach, she creates learning environments where every voice is heard and people are challenged to participate, practice, and apply what they learn. Marisa's connection to this work began as a salesperson, when she experienced firsthand how a structured approach to sales, prospecting, and follow-up could improve performance. That experience helped shape her belief that sales development isn't about a single training event, but about creating a sustainable rhythm that becomes part of how people work. Alongside longtime business partner and friend Stacia Skinner, Marisa is co-author of the Competitive Selling series: The Guidebook to Proactive Calling in a Reactive World, The Guidebook to Resilient Virtual Selling, and Pipeline Momentum for Game-Changing Results. Throughout her career, Marisa has remained grounded in a simple belief: lasting sales success begins with believing in what you do and focusing on the outcome you create for the customer not simply the product or service you sell.

Détails de l'édition

• Éditeur: Big Dogs Publishing
• Date d'édition: 2026
• Langue: anglais
• ISBN 10: 1733853162
• ISBN 13: 9781733853163
• Reliure: Paperback
• Nombre de pages: 236
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible