The Pipeline
JUNE 27, 2016
As we head in to the second half of the year you realize you need to prospect and get some more opportunities in your pipeline. As you seek advice from your peers, one veteran tells you “You gotta buckle down and make more calls”, sage advice from someone who is under quota. Safe, easy, tasty and quota satisfying!
The Pipeline
JUNE 3, 2020
As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. Other than a grey-haired sage, I am confident in saying none of the voice on LinkedIn have either. The tendency will be to go to all the usual sources, usually determined by volume, not quality.
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The Pipeline
MAY 14, 2019
Let’s look at prospecting. When someone has a lull in their pipeline, managers will tell them to prospect more. Sage advice, but not something new to the recipient. certainly more than repeating the “prospect more” mantra. As they get to $33,000, it reduced the number of prospects they need to get to quota.
The Pipeline
MAY 22, 2018
Buyers vs Prospects. Much like the old pay me now – or pay me later; the difference here is how quickly you can build pipeline, make quota and grow. Given how well we have thrived despite the sages, imagine how well you could do without them if you learned to rely on, and trust your own sales instinct.
The Pipeline
OCTOBER 31, 2016
Assuming you need four sales a month to exceed quota, you will need one of those a week. You will need to be prospecting (including referrals, up and cross seals and more) at a level and quality that will lead to four prospects/opportunities a week to end up with one close.
Pipeliner
APRIL 22, 2020
New representatives focus on the learning ahead plus the pressure to meet their quota. And when the extra effort is seen by the prospective client, credibility, and trust build to the extent, a sale is soon underway. Following sage advice, I gave a percentage of my commission to the technician assigned to my account.
Sales Hacker
FEBRUARY 14, 2023
Social selling has been proven to increase sales: Opportunities: by 45% Quota: by 51% Performance: by 78% TikTok is the rich environment for social selling. Create a larger base of prospects Increasingly more studies show that people use TikTok for product discovery and as a search engine. It’s time to get social.
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