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Workshop: SW3
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Building and managing your
Pipeline |
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Summary
The days of simply walking to the fax
machine to pick up incoming orders went the way of the last century.
Today, you've got to scramble just to stay in the game. It's hard work.
However, if you don't develop and maintain a
pipeline, with numerous prospects at each stage in your sales
cycle, you are going to fail. Managers, if you don't help your sales
people build and maintain a properly balanced pipeline, you'll fail
along with them. This workshop teaches you how it's done.
What is covered
During this workshop you will learn -
- What is a pipeline?
- Why is it critical to your success?
- How many steps are there in a pipeline?
- How can you become a master
of each step?
- How can you shorten your sales cycle?
- How can sales automation tools hurt/help
your progress
- What do you share with your prospect? Why?
- What is a balanced pipeline?
- What if your pipeline becomes imbalanced?
- How do you maintain balance?
- What happens if you skip some steps along
the way?
- When do you engage your management in a
sales cycle?
- When is it safe to forecast a likely close?
Who should attend
Sales personnel (both internal and external), and sales management.
Also, financial people can learn from understanding a salesperson's
process.
Duration
This interactive (and
non-intimidating) workshop is usually presented in 2 -3 hours. An
additional 2 -3 hour session to review and discuss actual deals
is recommended.
Becoming
a better salesperson begins NOW! Contact Us.
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