Which is Better: the Big Sales Pipeline or the Narrow Sales Pipeline?
Since our first day in sales, we have been taught to have as many leads as possible. We've also been told when you think you have enough, keep going and get more. It’s like saying your goal is to eat as much food as possible and don’t stop eating regardless of how full you are. Both of these activities are stupid. I’ll assume that you can handle the eating one on your own, so let’s deal with the lead issue.
Which is Better the Big Sales Pipeline or the Narrow Sales Pipeline?
The answer is not more leads, but better leads. You want fewer leads that you can spend more time with. Your most valuable asset if your time, and you can't afford to waste spending all of it doing nothing but managing a list of names that have zero value to you.
Ask yourself who your ideal customer is. Then, look at your current customers and identify what their good traits are. Your objective is to develop an ideal customer profile. If you sell into several industries, you may need to make an ideal profile for each industry. The end goal is to create a target that you put all of your leads up against.
You'll stay focused by creating your perfect customer profile, and it'll keep you from getting caught up chasing every lead. If keep your eyes on the ideal customer, you will become much more direct with your questions and the process to help you determine if the lead is worth your time. Your objective is to qualify fast to allow you more time with fewer prospects. Spending more time with fewer prospects will allow you to understand their needs better and faster. As a result, you’ll be able to create more value for your customer and do so in a shorter period of time.
Success is not found in the leads you get but rather, in the sales you create, and it begins by knowing who your best customer is.
Check out Mark’s ebook called 50 Prospecting Truths here.
Copyright 2020, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result
Owner at Davies Branding and Ink
4 年80/20
Fractional Business Development for Tech companies in EMEA.
4 年Neither. A sale that has closed is the best, if we are to talk in superlatives.
MD at Activate Training And Consultancy
4 年Now Mark - just to be different!!! - I'm a "quality" AND "quantity" type of guy... Agree 100% Mark with your point, and sales people everywhere should take note. However - I also believe that far too many sales people use the quality thing as an excuse for not having enough (good) prospects, and don't prospect enough. Mediocre sales people go for quantity. Good sales people go for quality. But the best go for both. #justsayin
Analytics, SEO & CRO Consultant: B2B, Higher Ed, Government
4 年Wow, I’m so glad to see someone saying this. It’s a relationship, connections and service game, not a numbers game.
Director of Sales at Wasp Barcode Technologies
4 年Mark Hunter?I agree completely.? When I was an individual contributor I always had one of the smallest pipelines because I only put in qualified opportunities.? However, I also had one of the highest close rates because my deals were real.? Too many sales people spend time on opportunities that aren't "real".