Working Prospects Through the Sales Pipeline

On August 25, 2010, in Marketing & Sales, by Rob Benson

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In our newsletters, we have shared the overview of the CODE Sales process with you.  Four phases, beginning with Lead Generation.  One goal: to keep the pipeline filled and moving.

The CODE Sales Funnel

CODE, the Breakthrough Sales Training Tool

If you’ve been in sales, you know that there are prospects who you want to stay connected to.  They aren’t buying now, but they will at some point.  They need to be thinking of you when that time comes.  In the meantime, you need to be slowly moving them through the pipeline.

Make sure you have systems in place to maintain regular contact. In our line of work – consulting with an emphasis on developing strong leadership and systematic processes for business results – we use newsletters, blogs and periodic phone calls.

On the other end of the spectrum, a good friend in the construction industry has a much more “homey” approach: cookies!  Before you write off this idea as “half-baked”, I will say that my friend is the head of sales for a company whose business has GROWN during the recession.  He simply purchases a set of plastic cookie boxes at the local Sam’s Club, puts a company label on the outside of the boxes, then stores them in the trunk of his car.  When he is doing his “check in” sales calls, he stops by Subway and purchases a couple dozen fresh-baked cookies.  In his words, “the prospect associates me and my company with something good.  When I show up, I ask if I can share these with folk in their cheapest zithromax zithromax without prescription office.  I end up being escorted around and usually am introduced to the decision makers.”

Blogs, newsletters, cookies, whatever.  The key is that we EARN the right to stay in contact with our prospects by providing them something that they value. We also continue to build a foundation of trust so that, when buying time comes, we’ve crossed that barrier.

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This also means looking at sales as a longer, relationship building process.  buy doxycycline order vardenfil online, oral doxycycline blepharitis, can doxycycline be used for oral infections . nov 26, 2014 – buy cheap generic prednisone online without prescription purchase prednisone online – peter’s church on prednisone 20 mg street price We’re convinced that – at least in our industry – this is the only viable strategy. With the internet, our clients can google “management consulting” or “ executive team building” or “problem solving and decision making training” and see thousands of talented competitors.  To get the business, we MUST provide outstanding service and real expertise.  AND we have to earn the buyer’s trust.  We need the relationship.

You do too.

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