Sometimes the solution to our sales problem is so simple that we can’t see it. I am pretty sure that this is one of those cases.
What We Want
We (sellers and sales leaders) ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities.
What We Typically Do
Unfortunately, most of us in sales roles default to “service mode” and with the precious little selling time remaining after we’re done playing account/territory/project/program/collections manager, we then work the bottom (or right side) of the pipeline – our hottest opportunities – first.
Even pure sales hunters who don’t have any account management or service burden rarely, if ever, carve out enough time for CREATING new opportunities and spend the vast majority of their time working active and hot opps.
A Foolproof Framework and Super-Simple Fix
The fix for this deadly sales issue is stupidly simple:
Sellers must divide their time and attention across accounts and opportunities at all phases of sales cycle.
You can grab a very helpful free graphic here, and I invite you to listen to Episode 25 where I reveal exactly why and how the top of sales funnel gets ignored and unpack my foolproof framework for segmenting our time and focus to ensure a healthy pipe and consistent deal flow.
Listen here on my site, on Apple Podcasts, or your favorite podcast platform.
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Fantastic new book from my friend Andy Paul:
Sell without Selling Out: A Guide to Success on Your Own Terms is available now on Amazon. I was fortunate to receive an advance copy and it is truly outstanding. Here is the endorsement I provided. The book is that good!
“Brilliant, funny, painfully true, pointed, and powerful. I could not put it down. Sell without Selling Out is an instant classic. Andy Paul outlines exactly why top sales pros are successful year after year, and how they do it with high integrity while being true to themselves. Want to guarantee your future sales success as an engaged, caring, empathetic, and trustworthy seller who is focused on the customer outcome? Read and implement Andy’s wisdom.”
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DATES FINALIZED FOR 2022 SUPERCHARGE YOUR SALES LEADERSHIP EVENTS:
We just nailed down the location and dates for the 2022 Supercharge Your Sales Leadership Elite Events! If you’d benefit from a 1-day intensive at a premium venue with other hungry, driven sales leaders looking to radically increase sales management effectiveness, check out the details and videos HERE.
