Building a Qualified Sales Pipeline

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High Quality Sales Appointments | Fill Your Sales Diary with High Quality, Qualified Prospects

High Quality Sales Appointments | Fill Your Sales Diary with High Quality, Qualified Prospects

Sales Appointment Setting 

Sales appointment setting is where the magic starts – lots of high quality  and well qualified sales appointments means there is a steady stream of sales opportunities to convert into orders and invoices.

A full diary means plenty of opportunities, and is a key leading factor in predicting sales success.

A half empty sales diary is just that little bit more stressful. In fact, I’d take it as a flashing red light that something needs to change.

But, consistently filling the sales diary full of high quality, well qualified sales opportunities on a regular basis is a major challenge for many sales teams.

Some sales teams can fill the diary ok, but the quality is so-so.

Often sales teams suffer from high cancellation rates.

And some sales people just struggle to hit the that critical mass of quantity of appointments they really need for a great sales pipeline.

So, whatever kind of sales appointment setting nightmare you’re suffering from, help is here, because in just 1 day I can show you how to really boost the quality and quantity of sales appointments in your sales diary.

Because – the truth is – a hot sales diary means a productive sales pipeline….means more invoices!

High Performance Sales Appointment Setting – Creating High Quality Sales Opportunities

As an appointment setter/business generator in any organisation it all starts with you.

You open the door, you qualify the prospect, you assess their potential value, you tailor your activity to give a healthy mix of long term prospects and short term wins, you push over walls and barriers to set up the opportunities.

This  sales appointment course is ideal for you if you are looking for ways to increase your effectiveness by adopting simple methodologies that will yield an increased conversion rate of quality opportunities and fewer cancellations.

Disocver how you can get more from your contacts, reaching higher level decision maker contacts, with potentially higher level requirements, using enhanced telephone profiling and needs driven questioning.

Using these developed sales appointment setting skills you’ll effectively and efficiently boost your pipeline with good quality prospects. Delivering better quality appointments and more of them.

What’s Covered?

You’ll develop your thinking around:

  • The Profile of a Perfect Prospect
  • The Psychology of Buying
  • Pre-Call Preparation to Lower Defences
  • Creating Confidence, Credibility and Curiosity
  • What Are You Selling?
  • What Are They Buying?
  • Getting to Yes
  • How to Qualify the Prospect in Call
  • Becoming an Industry Consultant
  • 6 Stages of Qualification
  • 6 Key Objection Handling Techniques
  • Trial Closing and Testing Commitment
  • Minimising Cancellations

Sales Appointment Setting – Course Outcomes

At the end of the course you can go back to your desk focused, motivated and with the skill set to book high quality appointments whenever you want.

You’ll be able to:

  • Negotiate gatekeepers professionally.
  • Present yourself as an industry consultant and not ‘just the appointment setter’.
  • Engage in a well constructed conversation rather than a sales pitch.
  • Quickly establish the needs of the buyer.
  • Fine tune your sales message depending on the buyers needs.
  • Test their commitment to addressing their needs.
  • Use trial closes to build commitment.
  • Identify and create buying signals to validate commitment on key criteria.
  • Gain referrals, even when no appointment is made.
  • Successfully remove or minimise any objections.
  • Use the weaknesses of the competition to capitalise on your company strengths.
  • Minimise no shows.
  • Fill the pipeline with good quality sales opportunities.
Sales Appointment Setting Training – Course Duration

Fully bespoke to your business, your current hurdles and your current objections.

This is the fastest way to improve your sales appointment setting and see an increase in the high quality sales opportunities dropping into the sales pipeline.

Sales Appointment Setting – Fees

This program is delivered on an in house, totally bespoke basis – call to check availability and rates.

You can also check this out – Discover How to Generate High Quality Sales Appointments and to Fill Your Sales Diary.  It’s a very quick read guide to accelerate your sales appointment setting and improve both the quality and quantity of those all important sales leads.

Carol 

0779 002 1885 

carol@mortonkyle.com

P.S. to receive sales improvement and business development insights into your inbox every week which is perfect for sales training sessions, sales coaching and daily sales team briefs, then register here for your free subscription to the Advanced Business Achiever

AND…if you’re looking for an in house Sales Training and Sales Improvement course, then check out TurboCharged Sales

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels…

Building highly qualified sales funnels is the single most important task in building any growth model, scaling your sales team, and therefor, building your business.

Anything else is just risky, costly, as well as unpredictable.

Is that what you want?

So…

How Would You Describe the Health of your Sales Funnel?

Spot on…it’s my guiding business tool?

Getting there – still some lingering prospects in there but they’ll be sorted soon?

It works on paper but it’s not producing the sales results I want?

The metrics are there but I don’t know what to do about improving them?

What sales funnel?

Or any variation of the above!

Why Should I Even Bother Building Highly Qualified Sales Funnels?

This is something I typically hear from people, sales leaders, business owners who have never known the absolute joy and certainty of having a smooth-running sales funnel, producing, managing and closing highly qualified sales leads, as often as they need, with the margin they need, at the frequency they need.

And that’s ok.

Trust me when I tell you I’ve seen all sorts of sales funnels. The great news is once you’ve got a working sales funnel…it’s like having your own ATM machine where you hit and it pumps out cash.

There’s a degree of certainty about the results it produces, what part your sales function needs to play, you can tell the marketing team what they need to produce in detail, account management becomes a breeze and the money keeps rolling in.

As long as you don’t get lazy, complacent and comfortable…you’ll only have to set your sales funnel up once then refine it until it becomes the highly qualified sales funnel you and your business needs.

Building Highly Qualified Sales Funnels – What Does That Mean?

Well, first of all, lets look at what a Sales Funnel is.

A sales funnel houses your sales process.

At the top of your sales funnel you have a wide entry – this is where the sales prospect is first identified as a potential target, worthy of engagement and spend, so it might be a list purchased against strict criteria, it might be twitter followers, LinkedIn contacts….

This follows though, post a level of suitable marketing activity, then the prospect acknowledges they have ‘seen’ you.

A prospect at this stage has migrated from the marketing stage of the sales funnel to a more directed stage in the funnel, it may be someone who has downloaded your white paper or your lead magnet. It might be someone who’s contacted you for further information, asked for details or spoken with you proactively via some form of social media.

The key to all this is the vital work QUALIFIED Sales Funnel. If you want to get your prospects in to this stage of your sales funnel and you want to watch what they do and how they interact with your business then check this out

Anyway, back to the structure…Rubbish in the top…rubbish quality or no business out the other end…you look busy BUT nothing’s happening.

This is why having strict go/no-go criteria about what level and type of prospect enters the top of the sales funnel is key. Too broad is as bad as too skinny. Likewise you’ll need some go/no go criteria at every stage if you want your sales funnel to stay healthy and producing

So, potential prospect enters at the top and as the sales process progresses, with very tight go/no-go criteria at each stage, so the funnel gets more selective regarding the quality of the prospects it lets through.

There is a go/no go set of criteria here at the top of this page – you’re version might look different.

What Building Highly Qualified Sales Funnels Means for Your Business

Each one of these stages in the sales funnel has a metric. For example:

How many prospects passed from one level to the next? Higher than expected? Lower?

Why did you reject? What are the remedial actions at this stage that could convert a dead prospect to a live prospect again?

Knowing your metrics at each stage and your conversion options at this stage has many huge benefits:

Lost business is minimised – this can save you fortunes, and keep your competitors running hard

You are able to act in a timely manner to any deal that’s falling off the expected path

For more insights into what metrics to use – you can start by downloading – 7 Sales Metrics To Measure, Manage and Monitor

Sales Forecasting Using Highly Qualified Sales Funnels

You can identify weeks, months, maybe even years (depending on the sales cycle duration) what your sales figures will be…which means you can make corrective action to boost sales when you still have the time.

You will be able to continuously monitor the quality, profit, value of the business you’re chasing

No deal falls through the net

In fact, a strategic and robust highly qualified sales funnel answers all the management information questions you need to run your sales function like clockwork…of course you need a motivated sales team who honestly report activity and a sales methodology that’s robust enough to train sales teams to ask the tough questions, and this is where having the go/no-go gates really pays dividends.

Types of Sales Funnels

Building high quality sales funnels is not always a one off…in some instances you’ll need a sales funnel for different products and services because the sales process for those products and services is different.

This is where it’s worth considering how you are selling each of your products and services – some sales funnels maybe based on different sales methods – some of your products/services may respond better to Challenger sales methods, some will be SPIN based, some more strategically focused and often sales funnels need to be tailored to encompass various methodologies at different stages.

Note: this is reflected in the sales structure of the pitch, the reporting metrics and the no/no-go gates.

The Single Most Common Flaw with Building High Quality Sales Funnels Today…

Is this; firms forget that even though it’s called a sales funnel. It’s actually a Sales and Marketing Funnel!

If you start building your high quality sales funnels at the point where the sales process formally starts, you’re actually starting it half way through the process…and missing a vital, key stage in the sales funnel.

Other common flaws are:

  • Over filling the sales funnel
  • Not being quick enough to cut away or spend time re-qualifying prospects that have stalled
  • Using discounting to attempt to flush solid sales prospects through the sales funnel at a faster rate
  • Not focusing enough on filling the top of the sales funnel
  • Putting any sales prospect in there, rather than focusing on high quality

If you’re looking to at how you should be building highly qualified sales funnels in your business, you can call for a confidential chat 0779 002 1885

Alternatively, if you are looking for some insight into how your current sales funnel could be improved to further improve the sales results of you business, you can book your Sales Audit and get the results back within 10 days. Find out more here – Sales Insight and Fast Action Pack

Happy Selling

Carol

0779 002 1885

carol@mortonkyle.com

p.s. One of the other real benefits of a highly qualified sales funnel is that it makes recruitment of sales people and onboarding a breeze…call me to find out more