While discussing the importance of talented salespeople with my partner this afternoon the conversation brought up the critical element of sales which is the step prior to sales that most people neglect - developing sales opportunities.
If you head to a local bookstore today, you'll find many books on selling, sales technique, sales motivation, best practices etc. but you will rarely find a book about successful methods for developing strong interest from the correct audience in order to create sales opportunities.
Having trained and competent salespeople is obviously vital for any company but don't neglect the sales prospecting actions to fill their pipeline. You can have the greatest salesperson in the world working for you but if you lack people to sell to, the salesperson is wasted. Focus a huge amount of your efforts on driving new prospective clients to your sales team so they can work their magic and do what they should be doing which is selling and closing new business. You can never have too much in the pipeline so jam it full of new prospects.
To drive the pipeline, you will need to focus on methods of reaching your target audience to cultivate strong interest for your sales team to sell and close and that is the secret ingredient ....
- Robert Cornish
CEO, Richter10.2 Media Group
Monday, December 6, 2010
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ReplyDeleteI agree with this say of this post, nowadays almost in every selling house they keep books of selling, sales technique, sales motivation and best practices. But most importantly along with these books require to keep book about successful methods for business development. Online tools today make collaboration pretty easy. Whether that’s Google docs or customized analytics tools like PanXpan's sales pipeline module.
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