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The Sales Pipeline
©2019, ej4 LLCSales Prospecting
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The Sales Pipeline
Course descriptionIn essence, the sales pipeline is the sum of all your client opportunities and a way of tracking where each of them is in the sales process. All of your sales opportunities lie somewhere along the pipeline, so in this course, we’ll talk about how to create a pipeline and the best ways to manage it. We’ll discuss tracking tools, making timely updates, maximizing productivity, checking the health of your pipeline, and monitoring metrics.
Creating a pipeline
Creating a pipeline is the process of moving people you suspect would like your
________________ or ________________ and turning them into ________________ ________________.
Why is successfully managing your sales pipeline important?
Keys to managing your sales pipeline
What does CRM stand for?
Circle one: You should update your sales files in batches. / immediately as changes
occur.
The best way to maximize your productivity is to tackle your day with a plan, so you should
start each day by checking your ________________ ________________.
Sales Prospecting
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The Sales Pipeline
Keys to managing your sales pipeline (cont.)
Circle one: Do the hard stuff first. / last.
On a regular basis, you want to check the ________________ of your pipeline.
After you’ve made initial contact, ________________- ________________ is a major factor in
speeding a sale along.
What should you do the day before an appointment?
Give two examples of ”carrots” you can dangle when a prospect is slow to make up his mind.
1.
2.
Keeping an eye on your ________________ can help you become aware of any weaknesses in
your sales strategy.
Sales Prospecting
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The Sales Pipeline
Managing the pipeline
Reviewing your opportunity pipeline should take about ________________ minutes.
What three opportunity metrics should you look at?
1.
2.
3.
What are examples of roadblocks and challenges you should look into?
What should you be looking for when examining your leads?
Review your activity and do a metrics review. What things would fall into this category?
Sales Prospecting
Application Questions
Why is it important to update your CRM right away as updates happen?
Why is it important to keep track of how many prospects you have in each stage of the pipeline?
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