There are many sales methodologies you can employ for managing your sales pipeline. Solution selling is one of the more popular methods and it is the basis of the sales process for many large companies like Microsoft. If you are a partner of Microsoft, they have some excellent training materials on the Microsoft Solution Selling Process (MSSP) that can found on their partner site. Here is a link to a PowerPoint that outlines the Microsoft sales process in the context of a Business Productivity Infrastructure Optimization (BPIO) campaign.
Another popular methodology with technology companies is the SPIN selling method. Popularized in a book by Neil Rackham entitled SPIN Selling, his firm, Huthwaite, offers a lot of online resources. As well, I found this excellent summary of the concepts online from the University of Ohio ...
Click here for a great sales management checklist from JustSell.
For an example of how a company employs sales management, here is a link to resources from Salesforce.com that describe how it manages its own salesforce using its software.
And if you want some ideas on crafting a good sales letter, here is a step-by-step process.
3forward has a great resources page with many links to white papers and reports that are useful for sales teams.
