Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

What is an "Income-Producing" Opportunity?

We use the word "opportunity" or "deal" loosely in sales. It's why sales forecasts are rarely reliable and usually well off what was promised. And it's all down to how we think about what is an opportunity? The basic quality a sales opportunity needs to have is that it s capable of producing income within a promised timeline - the sales cycle. To be income-producing, a set of rules or criteria have to be met. And as we increasingly meet the criteria or rules, the more likely that opportunity will produce income, soon. By the way, we call a non income-producing opportunity a fallback, because it literally should be sent to the back of the queue or line, until it's back in shape again.

Income-producing opportunities can be tested on 4 criteria (SIFT)

1 The right stakeholders are engaged and aligned. (Stakeholder test)

2 The buyer believes you can deliver some valuable impact, result or outcome. (Impact test)

3 There is a commitment to fund and implement. (Funding test)

4 There is a timeline driving a decision and the buyer continues to schedule calendar time. (Timeline test).

Lists always look easy and simple. But making our way through the list is called qualification, which is hard. And selling is continuous qualification.

Action Point This Week: Begin the practice of subjecting each sales opportunity to this type of checklist. It will identify the missing pieces for each deal. Think in terms of seeking out red flag risks.

... we call a non income-producing opportunity a fallback, because it literally should be sent to the back of the queue or line, until it's back in shape again.

P.S. If you haven't done so already, consider learning a formal qualification methodology such as MEDDICC to help you embed the discipline into daily execution. We mention it because it is very logical and proven.

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

What is an "Income-Producing" Opportunity?

We use the word "opportunity" or "deal" loosely in sales. It's why sales forecasts are rarely reliable and usually well off what was promised. And it's all down to how we think about what is an opportunity? The basic quality a sales opportunity needs to have is that it s capable of producing income within a promised timeline - the sales cycle. To be income-producing, a set of rules or criteria have to be met. And as we increasingly meet the criteria or rules, the more likely that opportunity will produce income, soon. By the way, we call a non income-producing opportunity a fallback, because it literally should be sent to the back of the queue or line, until it's back in shape again.

Income-producing opportunities can be tested on 4 criteria (SIFT)

1 The right stakeholders are engaged and aligned. (Stakeholder test)

2 The buyer believes you can deliver some valuable impact, result or outcome. (Impact test)

3 There is a commitment to fund and implement. (Funding test)

4 There is a timeline driving a decision and the buyer continues to schedule calendar time. (Timeline test).

Lists always look easy and simple. But making our way through the list is called qualification, which is hard. And selling is continuous qualification.

Action Point This Week: Begin the practice of subjecting each sales opportunity to this type of checklist. It will identify the missing pieces for each deal. Think in terms of seeking out red flag risks.

... we call a non income-producing opportunity a fallback, because it literally should be sent to the back of the queue or line, until it's back in shape again.

P.S. If you haven't done so already, consider learning a formal qualification methodology such as MEDDICC to help you embed the discipline into daily execution. We mention it because it is very logical and proven.

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

What is an "Income-Producing" Opportunity?

We use the word "opportunity" or "deal" loosely in sales. It's why sales forecasts are rarely reliable and usually well off what was promised. And it's all down to how we think about what is an opportunity? The basic quality a sales opportunity needs to have is that it s capable of producing income within a promised timeline - the sales cycle. To be income-producing, a set of rules or criteria have to be met. And as we increasingly meet the criteria or rules, the more likely that opportunity will produce income, soon. By the way, we call a non income-producing opportunity a fallback, because it literally should be sent to the back of the queue or line, until it's back in shape again.

Income-producing opportunities can be tested on 4 criteria (SIFT)

1 The right stakeholders are engaged and aligned. (Stakeholder test)

2 The buyer believes you can deliver some valuable impact, result or outcome. (Impact test)

3 There is a commitment to fund and implement. (Funding test)

4 There is a timeline driving a decision and the buyer continues to schedule calendar time. (Timeline test).

Lists always look easy and simple. But making our way through the list is called qualification, which is hard. And selling is continuous qualification.

Action Point This Week: Begin the practice of subjecting each sales opportunity to this type of checklist. It will identify the missing pieces for each deal. Think in terms of seeking out red flag risks.

... we call a non income-producing opportunity a fallback, because it literally should be sent to the back of the queue or line, until it's back in shape again.

P.S. If you haven't done so already, consider learning a formal qualification methodology such as MEDDICC to help you embed the discipline into daily execution. We mention it because it is very logical and proven.

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.