Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
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)

Pillar 1 for Growth: The Ideal Sales Pipeline

Suppose a salesperson needs to deliver an annual quota of 1.2m or 100k a month. There is a pattern of work that is needed to produce the income target each month and that is not dependent on lottery-like odds. There is an ideal or target pipeline formation that will predictably deliver the result.

The first job is to figure out what the ideal pipeline needs to look like. Then you can work back and decide on activity and required productivity and effectiveness levels. Until you do this every decision you make will likely be flawed and off-target.

The ideal pipeline formation sets the pace for activity and the bar for selling effectiveness. Once you know this, you can decide on what enablement is required. We tend to underestimate how much work is involved and how long it takes to deliver a set of sales results. Optimism is the enemy of realism in sales, and the ideal pipeline analysis is the upfront reality check.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

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Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
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)

Pillar 1 for Growth: The Ideal Sales Pipeline

Suppose a salesperson needs to deliver an annual quota of 1.2m or 100k a month. There is a pattern of work that is needed to produce the income target each month and that is not dependent on lottery-like odds. There is an ideal or target pipeline formation that will predictably deliver the result.

The first job is to figure out what the ideal pipeline needs to look like. Then you can work back and decide on activity and required productivity and effectiveness levels. Until you do this every decision you make will likely be flawed and off-target.

The ideal pipeline formation sets the pace for activity and the bar for selling effectiveness. Once you know this, you can decide on what enablement is required. We tend to underestimate how much work is involved and how long it takes to deliver a set of sales results. Optimism is the enemy of realism in sales, and the ideal pipeline analysis is the upfront reality check.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
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)

Pillar 1 for Growth: The Ideal Sales Pipeline

Suppose a salesperson needs to deliver an annual quota of 1.2m or 100k a month. There is a pattern of work that is needed to produce the income target each month and that is not dependent on lottery-like odds. There is an ideal or target pipeline formation that will predictably deliver the result.

The first job is to figure out what the ideal pipeline needs to look like. Then you can work back and decide on activity and required productivity and effectiveness levels. Until you do this every decision you make will likely be flawed and off-target.

The ideal pipeline formation sets the pace for activity and the bar for selling effectiveness. Once you know this, you can decide on what enablement is required. We tend to underestimate how much work is involved and how long it takes to deliver a set of sales results. Optimism is the enemy of realism in sales, and the ideal pipeline analysis is the upfront reality check.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Want To Be Notified When New Content is Released?

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