How can you effectively manage deals in the pipeline?

I always tell sellers that if you are not using a CRM to manage your tasks and activities, you are flying the plane with your eyes closed. Over my 20-year corporate career and being a #1 seller of a publicly traded company, using a CRM was always one of my superpowers as it allowed me to build off each conversation with my clients, meet them where they are, and ask much better questions. I loved using my CRM so much that I dedicated an entire chapter to it in my book, "Win The Relationship, Not The Deal."

To qualify effectively, Disqualify Hard! Isn't it wrong (& common!) to assume that if there is pain, people will solve it? Always Ask your prospects this --> How have you solved this problem in the past? Understand the problem's priority deeply. Why? What if they --> Need to solve other urgent ones first? --> Can get away with ignoring it? --> Understand it logically but don't feel it enough? If yes, they won't fix it. Sorry - you don't have a deal! If you want to sell larger deals efficiently, disqualify not just for fit, size, etc. but also priority/urgency!

Every deal is won or lost in discovery. I follow and teach a framework called T.E.D., which allows me to ask questions to inspect if my prospect has a problem or not. Many of my clients also fail to use a sales process, such as MEDDICC, which I've found so valuable over my career.

Getting the prospect to admit they have a problem is step one. Once that happens they become willing to listen to the symptoms of that admitted problem. How they tolerate those symptoms and for how long will determine if they are qualified or not.

Qualify or disqualify the leads. Entry and exit criteria need to be defined for each stage of the pipeline and scoring helps to prioritise. Most of my clients use MEDDICC or MEDDPICC. A regular review of the pipeline to "clean up" the pipeline increases the focus on the right leads.

Follow-up is a choice. It takes #Belief, #habits, and #organization. A #CRM will help manage you as the seller to follow up constantly. The key is to use specific language that shows your prospect or customer that you listened carefully and followed up with their advice.

Where deals get stalled & confused is when sales reps lose touch. The point is to not just follow up - but have "meaningful follow-ups" pertaining to: company news releases or press edge cases that your co. has solved for their industry an article that you thought would be of value a new WIN that your company has And always - RE - Discover. Too often we do a one and done Discovery at the beginning of the sales process. Every time you follow-up - you need to have built a solid enough relationship that it's only natural for you/your Team to always ASK "Any changes to your buying process?" "Is their a competitor that is out performing us on any level that we can course correct immediately"?

Follow-up is an essential component of any successful sales process. It involves reaching out to potential customers after an initial contact or interaction to nurture the relationship and move them further along the sales pipeline. Many sales professionals underestimate the power of follow-up, often assuming that a single interaction is enough to secure a sale. However, researches show that consistent and timely follow-up can significantly increase the chances of closing a deal.

#salesprocess #MEDDICC If you find yourself trying to convince your prospect to buy, the deal will most likely never happen. I've found that elite sellers are curious storytellers. They ask excellent questions and understand their prospect's business. These questions will help clarify the prospect's problem so they can make the best decision.

One of the biggest wastes of time in pipeline management is the need for a sales process, led by fear of not having all of the information. Too often, ego gets in the way of the seller, and they are afraid to ask for help from their manager. Instead, they tell their manager, "I think the deal will close in a week or so." Yet, we all know that the deal will be open for 20 years! One of my mentors told me, "It's OK not to know everything, it's just not OK to do nothing about it." This advice helped me always check my ego and ask for help so that I can spend time on the right deals!

Here are some effective strategies to consider: Focus: On high-potential deals and allocate resources accordingly. Track Progress: Use a CRM to monitor each deal's stage, interactions, and next steps. Nurture Relationships: Build strong connections with prospects through meaningful interactions. [My number 1] Stay Organised: Keep all deal-related information up-to-date and easily accessible. Set Goals: Establish clear targets and milestones to track progress and motivate the team. Collaborate: Between sales, marketing, and support teams to ensure a seamless customer journey. Adapt and Learn: Evaluate your sales process, learn from successes and failures, and adjust strategies accordingly. #sales #pipeline #dealmanagement #success"

In the dynamic and competitive realm of sales, mental strength is the cornerstone of success, playing a pivotal role in effectively managing a sales pipeline. The ability to overcome limiting beliefs is a transformative skill that empowers sales professionals to navigate challenges with resilience and adaptability. A strong mindset enables individuals to confront rejection, learn from setbacks, and maintain a positive outlook despite the inherent uncertainties in the sales process. Salespeople often encounter obstacles that can shake their confidence, but those with mental fortitude view setbacks as opportunities for growth rather than insurmountable barriers.