Which specific strategies or tactics do you think hold the most potential for improving your team's sales pipeline management?
Better lead scoring40%
Strengthening qualification criteria40%
Streamlining proposal/negotiation processes60%
Improving sales/marketing alignment40%
Implementing AI forecasting40%
More specific customer segmentation40%
More personalized sales playbooks for specific buyer personas40%
Something else (comment below!)20%
5 PARTICIPANTS
The Pain | There was a clear, concise, and common understanding of the problems the prospective clients face, why are they having them, the impacts those problems are having on their business, and who in the business is the decision-maker and who's an influencer. Fun exercise, ask the sales team to email the sales leader with the answers to the above. At best the answers are "thematically" correct.
The Offer | How do we go about solving the pain points for our clients? Who (like them) have we solved it for? What were the outcomes? They need to see that investing [$] with you is worth it for them!
The Approach | Three things need to happen to generate sales leads
1. Awareness: How is the team inserting themselves into the attention span of the prospect?
2. Trust: How is the team establishing trust that they are subject matter experts in their domain?
3. Belief: How is the team building the belief with their prospects that they are going to get more value out of the First Time Appointment (FTA) than the energy spent taking and holding the meeting?
Every successful sales professional I've met has always had one goal - to be a trusted advisor to the clients they serve, along with a healthy supply of curiosity. Consciously or unconsciously they have mastered uncovering the client's pain and mapping their solution to address the client's needs all done in a polite professional, and courteous manner.