When you poll senior management in a company about what is important in sales, they’ll generally say, “the pipeline.” But when you start querying them on what that means you can get many different answers. To many, pipeline management actually means forecasting…but in reality pipeline management is all about what is done to reach those sales goals. You have a lead that becomes a real opportunity, and you either win or lose it–it has a discreet beginning and a discreet end.
The keys to pipeline management include:
- One of the biggest barriers in the sales process is establishing a commonality of language and terminology. Since there’s no established educational platform for sales as there is for finance and other fields, it’s something that must be the subject of agreement and understanding. Language affects sales management and coaching.
- An integral part of pipeline management is a well-defined precise sales process. If you don’t have a well-defined sales process, then what is it you’re managing? In fact, the number one factor in a productive sales pipeline is having a well-defined sales process.
Join host John Golden, and sales management training expert and author of Cracking the Sales Management Code Jason Jordan in a practical, forthright address of pipeline management.
About Our Guest
Jason Jordan is a partner at Vantage Point, focusing exclusively on sales manager training, and is a recognized thought leader in B2B sales. Jason is also a best-selling author, and his articles have been published in Harvard Business Review, Forbes, Entrepreneur, and many others.
About Our Host
John Golden is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. He recently published his second book Social Upheaval: How to Win at Social Selling. A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO and CMO at Pipeliner CRM.
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