Better Sales Pipeline

Here’s where your sales prospecting is not enough.

Ask yourself this question: do I have enough coverage and enough pipeline?

Lead generation an issue? No, there’s something else you should focus on.

Prospects are Future Clients.

What sales activities are you working to produce prospects that will become future clients?

This is why I said No to lead generation. A lead may have viewed your website or downloaded an ebook or jumped onto a webinar.

But a prospect has an intention to solve a problem or improve a situation.

That is, they’re potentially going to buy something to fix that.

How many activities do you need to do get those types of prospects?

Real Example: A BDM was working on “hoping” that they would make their quarterly target.

Hope Is Not a Sales Strategy.

They work with us to correct their cadence and activity for future quarters and resulted in relying on Real Opportunities to make future quarterly targets.

BTW they made their previous quarter with our help, phew!

When re-aligned, if the right behaviour and activity is put in place, ALL BDM’s can make their target, month on month and quarter on quarter.