Become a pipeline management monster
Most salespeople think pipeline management is about one thing: bringing more new business into the pipe.
That matters, of course. You always need new opportunities. You always need fresh prospects. You always need deals moving forward.
But here is the mistake too many sales teams make.
They spend all their time watching what is coming into the pipeline and not nearly enough time watching what is leaking out the other end.
That is where real money gets lost.
If you want to become a pipeline management monster, you need to focus on both sides of the pipe. You need to know what is coming in, what is moving forward, and what is leaving your business.
Money flows where the focus goes. If your focus is only on new sales, you may be missing one of the biggest profit problems in your business.
READ THE WHOLE POST HERE
Listen to Ryan’s ad sales podcast, Ad Sales Nation, on iTunes or on Soundcloud. Keep up to date with Ryan’s ad sales training advice on Facebook at: https://www.facebook.com/RyanDohrnLIVE
Ryan Dohrn is an award-winning ad sales training coach, a nationally recognized internet sales consultant, and an international motivational speaker. He is the author of the best-selling ad sales book, Selling Backwards. Ryan is the President and founder of Brain Swell Media and 360 Ad Sales Training, a boutique ad sales training and sales coaching firm with a detailed focus on ad sales training, internet consulting, and media revenue generation. Ryan is also the Publisher of Sales Training World.
That matters, of course. You always need new opportunities. You always need fresh prospects. You always need deals moving forward.
But here is the mistake too many sales teams make.
They spend all their time watching what is coming into the pipeline and not nearly enough time watching what is leaking out the other end.
That is where real money gets lost.
If you want to become a pipeline management monster, you need to focus on both sides of the pipe. You need to know what is coming in, what is moving forward, and what is leaving your business.
Money flows where the focus goes. If your focus is only on new sales, you may be missing one of the biggest profit problems in your business.
READ THE WHOLE POST HERE
Listen to Ryan’s ad sales podcast, Ad Sales Nation, on iTunes or on Soundcloud. Keep up to date with Ryan’s ad sales training advice on Facebook at: https://www.facebook.com/RyanDohrnLIVE
Ryan Dohrn is an award-winning ad sales training coach, a nationally recognized internet sales consultant, and an international motivational speaker. He is the author of the best-selling ad sales book, Selling Backwards. Ryan is the President and founder of Brain Swell Media and 360 Ad Sales Training, a boutique ad sales training and sales coaching firm with a detailed focus on ad sales training, internet consulting, and media revenue generation. Ryan is also the Publisher of Sales Training World.