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)

How To Tell a Sales Story on Monday Morning

There are lots of ways to diagnose and inspect opportunities. Have we identified the buyer's "pain"? Are we talking to the decision-maker? Is there budget blah blah ... Usually the answers to these questions are positive enough to keep assuming the opportunity is strong and real. Then, 3 months later nothing has happened or moved. Here are better questions for stress-testing your top sales opportunities:

1 What is the very next step needed to get to closed?

2 When is that happening?

3 What does the prospect think the next step is about?

Action Point This Week:
Isolate those opportunities in your current sales forecast (e.g. week / month / quarter). These are typically your "top" deals. Then apply the 3 questions above. You will quickly begin to see if the opportunities are in the correct pipeline stage or should they be re-classified / re-located to a more realistic position.

For the purpose of the exercise, imagine your sales pipeline laid out as a workflow, below. (Ask your manager to switch on "Kanban" in your CRM - most modern CRMs have the visualized workflow available).

enquire@salesvirtual.com

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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)

How To Tell a Sales Story on Monday Morning

There are lots of ways to diagnose and inspect opportunities. Have we identified the buyer's "pain"? Are we talking to the decision-maker? Is there budget blah blah ... Usually the answers to these questions are positive enough to keep assuming the opportunity is strong and real. Then, 3 months later nothing has happened or moved. Here are better questions for stress-testing your top sales opportunities:

1 What is the very next step needed to get to closed?

2 When is that happening?

3 What does the prospect think the next step is about?

Action Point This Week:
Isolate those opportunities in your current sales forecast (e.g. week / month / quarter). These are typically your "top" deals. Then apply the 3 questions above. You will quickly begin to see if the opportunities are in the correct pipeline stage or should they be re-classified / re-located to a more realistic position.

For the purpose of the exercise, imagine your sales pipeline laid out as a workflow, below. (Ask your manager to switch on "Kanban" in your CRM - most modern CRMs have the visualized workflow available).

enquire@salesvirtual.com
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)

How To Tell a Sales Story on Monday Morning

There are lots of ways to diagnose and inspect opportunities. Have we identified the buyer's "pain"? Are we talking to the decision-maker? Is there budget blah blah ... Usually the answers to these questions are positive enough to keep assuming the opportunity is strong and real. Then, 3 months later nothing has happened or moved. Here are better questions for stress-testing your top sales opportunities:

1 What is the very next step needed to get to closed?

2 When is that happening?

3 What does the prospect think the next step is about?

Action Point This Week:
Isolate those opportunities in your current sales forecast (e.g. week / month / quarter). These are typically your "top" deals. Then apply the 3 questions above. You will quickly begin to see if the opportunities are in the correct pipeline stage or should they be re-classified / re-located to a more realistic position.

For the purpose of the exercise, imagine your sales pipeline laid out as a workflow, below. (Ask your manager to switch on "Kanban" in your CRM - most modern CRMs have the visualized workflow available).

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

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