What I learned from Alan Weiss about maintaining my business pipeline is relevant for any sales organization:
1) Make sure the flow is strong: You can't afford to be complacent about ensuring the leads keep coming. The idea that there is a product or service that "sells itself" is a myth.
2) Make sure you have filters: Not all leads are good leads. Make sure you have a process in place to weed out the time-wasters and tyre-kickers.
3) Fix leaks fast: If your lead-to-sale process isn't water-tight, you are missing opportunities and letting revenue trickle away to your competitors.
Need help getting your pipeline into shape? Send me an email at info@hamishmackenzie now, or book a free 30-minute consultation.
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Copyright Hamish Mackenzie, 2020