Profitable Sales Pipeline And How To Build It
Start in the center and work your way out. Find people you know, companies you know, and businesses in close proximity to your place of business, home, and school.
Every business is a suspect until eliminated on the basis of a prospect's needs, buying timing, and opportunity.
Develop a ranking system for the prospects in your pipeline. (Rank the prospects in your pipeline according to when they are schedule to close/buy. A three- or four-tier ranking works well.)
Feed your pipeline daily, and it will feed you monthly. (Each time you eat, feed your pipeline one suspect. In one week either convert to a pipeline prospect or eliminate.)
Every great pipeline will have some rabbits, deer, and elephants. (The object of the game is to have something closing at all times - small prospects you can close quickly, medium prospects that may require more time, and large prospects that could require more time and have a greater dollar value. Your industry will dictate the number of accounts in each.)
The easy sell is the one that your product and services were design to solve. The solution that integrates seamlessly and provide the greatest value to the prospect.
Avoid the six deadly sins of building a profitable pipeline.
Pride is excessive belief in one's own abilities that interferes with the individual. There is gold in some of the strangest environments. Look under every rock. Don't let your pride stop you from entering those golden doors.
Envy is a feeling of discontent or covetousness with regard to another's advantages, success, and possessions.
Gluttony is excessive eating - to over consume prospects in one's control. Every company does not belong to you. Only eat what you have placed on your plate, not everything on the buffet table.
Lust is to crave, hunger for, covet, or yearn for power. Resist the need to over control the prospect or your information. Let the information flow to you. (When the student is ready, the teacher will appear.)
Anger is manifested in the individual who spurns love and opts instead for fury. It is also known as wrath. Anger blocks one's creativity, reasoning, and fact-finding abilities. All are in need of building a profitable pipeline.
Sloth is the avoidance of physical, mental or spiritual work.
Greed is good. Control it; don't let it control you.
Related Tags: marketing, business, training, sales, sales productivity
FRANK MIMS V is a former Private Country Club Clubhouse Manager. For the last 20+ years he has earned his living as a career sale professional with the Xerox Corp., Wiltel/Worldcom and the Canadian based Mitel Networks Inc. an international communication company. He has sold in both the domestic U.S. and international markets worldwide with his focus on large enterprise corporation account penetration.
Today Mims is President of The Mims Morning Meeting a SALES SKILLS ENHANCEMENT COMPANY designing training technique for meetings to stimulate sales and productivity for sales and marketing organizations. He is also a guest lecture at colleges and universities. Mims is a master storyteller and the author of the soon to be publish book "THE BEST WAY TO GET ON YOU FEET IS TO GET OFF YOUR ASS AND SALE SOMETHING". You can view some of Mims midget sales skills enhancement stories booklets online at http://www.mimsmorningmeeting.com
Your Article Search Directory : Find in ArticlesRecent articles in this category:
- Interpersonal Skills:How to Use Sales Psychology to Create Longer - Lasting Sales-Winning Relationsh
A participant in one of my recent seminars asked me, "Can I rearrange my client's office during a sa - The Sales Apprentice- Sales Training Tips From The Hit TV Show, Part V
"Now 11 remain to fight for the chance to become the Apprentice." So began this week's episode of th - Tools for Success, Surveying Your Customers
Master salespeople are always looking for a performance edge. One of the tools that they employ is s - Better Ways to Close Deals
Wrapping up the Sales ProcessHow many closes do you know? Just about every sales course puts the em - Why the Bottom Line Isn't
Recently, I've been coaching a number of clients who work in highly competitive industries. It's not - When To Get The Hell Out Of Dodge Part I
Sales professionals waste time with prospects who are not going to buy. If you have worked in the f - Focus on your most important investment - your time
No matter how wealthy, talented or successful we become, time is the one thing we can never get enou - The Stuff Of Sales Dreams - Selling Through Tenacity and Relationships can Make Your Dreams Come Tru
When was the last time you actually made all the calls and contacts you had to make in order to get - Identifying Influence (The Seven Strands)
IntroductionInfluence is intangible. You cannot see it at work, yet it is all pervasive in any corpo - How The Most Successful Companies Develop Their Sales Teams
Not enough companies have learned how to employ sales training as a strategic tool. Those that
Most viewed articles in this category:
- The Three Most Important Lessons You Will Ever Learn In Training
When I commenced my training career in 1980 (with a major manufacturing, distribution and retail tir - Don't Make Your Prospects "Wrong" When Handling Objections In Medical Selling
Handling objections. When we are giving a sales presentation to one of our healthcare customers a - What is Persuasion?
Many people often ask me what my definition for persuasion is.So let me give you a rough guide of wh - An Elevator Speech - an Indispensable Tool for Self Promotion
Spadework for Your Elevator SpeechAn elevator speech is an indispensable tool for promoting your wor - You Want to Sell as a Career, but What Do You Sell and Why?
Many individuals decide that a selling career is right for them. They recognize the wonderful benefi - How to Double Your Sales Appointments in Half the Time; Part 4
In Part 3, How To Double your Sales Appointments in Half the Time, we reviewed and remedied the firs - Who is Costing You Money?
My wife and I recently needed to renew our mortgage for another term. The last time our mortgage was - How to Double Your Sales Appointments in Half the Time; Part 3
In Part 2 we discussed how to determine if a sales action is a critical sales performance competency - Is It Easier To Create Or Discover The Sense Of Urgency?
One of the critical factors in a successful sales outcome is the sense of urgency a prospect brings - Strong Arm Sales Stop Success Cold
It happens more often than you’d ever guess – in fact, it might be happening at the boot