The ultimate newsletter for outside sales professionals
Whether you think of it as a funnel, a pipeline, or another magical pathway shape, mapping where your sales prospects are in the process of becoming a happy (and loyal) customer is a huge part of having success in sales.
Not only is management going to constantly be hounding you for information on your pipe, but you as the salesperson are going to want to know how you’re going to hit quota. Well thats why there’s a process in place.
But just like any process, they can get stale. Perhaps you’re not getting the results you used to — or perhaps it’s not working at all. Regardless, and this may not be something you want to hear, building pipe is the single most important thing you can do to contribute to your success as a salesperson. It may be stale, it may be flavorless, but there’s treasure waiting at the end of that rainbow.
The age of technology and information has created a unique problem for many sales managers: their sales teams are bogged down with too much information. Many salespeople find themselves slowed
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