Pipeline/ Prospect Customer Will Always Be KING In Sales

“Building pipeline is a 24/7/365 thing”

All-day, every day, every week, every month, every year, prospecting and building pipeline should never stop if you work in sales.

The best sales professionals out there are prospecting all the time and never stop, because they know they need to keep feeding the funnel. For each sale that you close you need to generate several more opportunities, to be able to continue closing sales.

This is why pipeline is KING!

No pipeline = no sales.

It’s not just “Always Be Closing” in sales, it’s also “Always Be Prospecting”. You need to keep that pipeline full and work on adding new opportunities all of the time. Here are our top tips:

• Qualify, qualify, QUALIFY – Put as much effort into qualifying your opportunities to make your pipeline as refined as possible. Understand their budget, their timeframe, their urgency, their needs etc. All this information will help your pipeline quality massively.

• Never stop FEEDING your pipeline – Prospect all the time, make it habit, make it a part of your daily routine. Remember for each sale you close, you’ll need at least 2-3 new opportunities to replace it (as some won’t convert).

• Be HONEST with your sales manager and yourself – Pretending that your pipeline is great and you’ll definitely hit target will only hold you back. Be honest, if you need help, ask for it. If you need more opportunities, focus on prospecting. If you need help closing, ask for it.

• Celebrate your opportunities AND your sales – Creating a new sales opportunity is an achievement, be proud of that! But also remember that’s only part of the process, you need to then work on closing the deal to really win.