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Creating the Perfect Sales Funnel and Sales Pipeline

Creating the Perfect Sales Funnel and Sales Pipeline

‘Perfect Sales Funnel and Sales Pipeline’ – Huge Untapped Potential

Think about that. Look at what ‘perfect actually means…in this instance it means being able to rely on the sales funnel and sales pipeline to produce the quantity and quality of orders you want, when you want them.

Having got that out of the way, let’s look at the how…

Remember this,

Rubbish in = Rubbish out.

This is especially true with regard to your Sales Funnel and Sales Pipeline.

Apply this to the quality of leads and prospects entering your sales funnel and sales pipeline and you’ll see the real cost of chucking anything with a phone number in your sales funnel and treating it as a lead. Check this post out if you’re unsure about what you should be putting in your sales funnel and sales pipeline – How to Identify the Perfect Sales Prospect

I speak with many sales leaders, who have many thousands of leads on the CRM, and that’s great…

That’s what CRM’s are designed for, to house data and keep it as a working asset.

Asking further about the extent of penetration, I’m often told 5-15%.

Plus, the CRM will house data that’s as old as the company. Never been cleaned. Over farmed in many areas and never looked at in others.

Do you know what cash is stored in that asset? It could be pure gold, it could be absolute rubbish. The problem in, there is no way to quickly find out.

But find out you must. It’s the start of the journey…

Or, if you don’t have a CRM system and a reliable and predictable source of great orders, super customers, high profit transactions, you should simply download our free information pack on how to get started.

Here’s the link – send me information on The Sales Game Changer System

Why is the Sales Funnel and Sales Pipeline So Important?

There is a distinct and direct relationship between the creation and management of your sales funnel and sales pipeline and the success of your sales team.

FACT.

Having clearly defined protocols around this key area, I know there are many very positive revenue generating outcomes and paybacks associated with spending time on creating a perfect sales funnel and a robust sales pipeline.

Conversely, you not having a clear and defined strategy for creating and managing this very valuable sales asset is one of the key reasons why you’re not getting the sales results they need.

Common symptoms associated with poor sales funnel and sales pipeline management are:

  • Inaccurate sales forecasts
  • Peaks and troughs in sales
  • Static market share
  • Low level growth or even business contraction
  • Poor cash flow
  • Extended trading/excess overdraft
  • Poor sales conversion rates
  • High discount levels
  • Inconsistent order values
  • Shrinking order values
  • Inability to get rolling sales forecasts from the sales team
  • Business instability and uncertainty
  • Competitor growth

None of these circumstances are great for any business.

Many of them will easily put a business in a critical and terminal trading position.

It need not be that way.

In fact, if you’re prepared to change how you regard the key area of sales funnel and sales pipeline management, the difference is almost instantaneous, there is an extended list of benefits associated with you getting very serious about this key business area, including:

  • Increased sales conversion rates
  • Better quality customers
  • Bigger orders
  • Stable average order values
  • Reduced costs associated with order acquisition
  • Shorter sales cycles
  • Reduced discounted sales
  • Stronger margins
  • A higher level of accuracy in the sales forecast
  • Greater business confidence
  • Better business planning options
  • Competitor decline

Your careful management of the sales funnel and sales pipeline is one of the two key areas that can rapidly improve the sales performance of any team or any business.

You’ll find it’s an area that’s often over looked and an area that’s left to the whim and will of the passing sales people and sales management.

Your CRM, your sales funnel and sales pipeline are a huge and very valuable business asset, yet it’s often the most under utilised asset in any business.

Plus – if you think spending a huge sum on a CRM system is the answer – think again. That’s the equivalent to buying a Ferrari and only using it to pop to the gym….you just wouldn’t do it, would you?

Find out more about how you can solve this problem by downloading this information pack, and find our what you can do to create a sales funnel and sales pipeline that gives you the value of orders, profits and turnover you want, when you want them.

Here’s the link The Sales Game Changer System.

Download your information pack here and find out how you can start the application process to dramatically boost your sales results and business performance.

Alternatively – call for a confidential chat – 0779 002 1885 or email carol@mortonkyle.com

You can also download our FREE Sales Improvement Guides – instant download

 

Advanced Business Achiever

Advanced Business Achiever

How to Increase Sales and Profits?’

It’s the questions asked most often, and asked by everyone.

From the Sales Consultant in the field, the Sales Manager juggling the numbers, and the Board who want to know how to max out their returns.

Everyone wants to know how to increase sales and profits.

That’s fair enough.

Most people who work in sales receive bonus based on sales and profits.

Likewise, in any sales situation and at whatever level, your promotion is probably awarded on the basis of achieving sales targets.

Careers are forged, legends are created.

So, it’s a big area of focus and everyone want to know the ‘how to…’

And the ‘how to continuously increase sales and profits’ question comes up immediately afterwards too.

Improving sales and profits is not a one off activity.

Every month is a new month.

The Advanced Business Achiever – How Do I Continuously Increase Sales and Profits?

That’s the question The Advanced Business Achiever is designed to answer – every single week.

The Advanced Business Achiever exists to help you to increase sales and profits. Quickly, easily and continuously.

It’s a free weekly email bulletin service that delivers quick, powerful, practical sales improvement and business development insights directly to your inbox, so you get to continually increase sales and profits in your business.

How do you use The Advanced Business Achiever to Increase Sales and Profits?

  • To circulate to your sales people with your comments attached.
  • As information, coaching and briefing notes in your daily and weekly sales meetings.
  • To develop and propose new ideas about sales and business development improvement to the rest of the business.
  • As part of your sales coaching.
  • To generate ideas around what’s worked in other ambitious sales teams/firms.
  • As part of building up sales intelligence within the sales function.

The Advanced Business Achiever is easy to read, takes about 10 mins , and designed so it’s simple to implement the bulk of the content immediately.

The Advanced Business Achiever works on the principle that to find a 100% improvement in and sales or business development team would be impossible, almost. BUT, to find 100 areas and to improve just 1% in each area is so much easier.

And that’s very very achievable.

Growing your business and being able to increase sales and profits on an ongoing basis is a tough task, but it’s not impossible, and you don’t need to make it harder than it needs to be.

The Advanced Business Achiever – Your FREE Subscription

That’s where a free subscription to The Advanced Business Achiever comes in very handy.

Just so I know I’m bring you only the very best of sales improvement and business development insights, every week I:

  • Research the latest thinking on how to improve sales and profits.
  • Read the latest journals across key industries to see how break through businesses are achieving great sales results.
  • Watch hours of webinars, seminars and listen to hours of podcasts.
  • Read the best sales and business development books…

And, I talk to sales people, business development professionals, business directors, owners, boards and people who have a keen interest and focus in being brilliant at boosting sales, increasing the efficiency and effectiveness of their business development functions as well as ensuring they stay one step (at least) ahead of their competitors by creating ENORMOUS value for their clients, customers and prospects.

Action?

The only question left to answer is, will you be in the know or left at the back, playing catch up?

So, sign up for your free subscription now, here’s your link, I claim my subscription to The Advanced Business Achiever 

Jargon Free. Fast. Practical. Easy to implement.

Remember, all you need is 100 areas you can review in your business with a chance of a 1% increase in each area; now, do you really want to try and find an easier way to increase sales and profits, as well as boost the effectiveness of your business development efforts?

Here’s the link, sign up then remember to check your email, I claim my subscription to The Advanced Business Achiever

Also, new reports are published on sales, improving sales, increasing profits, business development and all aspects of sales improvement, you’ll find out about these free reports first of all, plus, you’ll also get reduced rates for training events and open courses.

Claim your free Advanced Business Achiever Newsletter now and your weekly subscription will start in the next 7 days.

Here’s the link again Send me my weekly copy of The Advanced Business Achiever

Here’s the link for instant download of any of our FREE Sales Improvement Guides.

Increasing Profits – Free Guide

Increasing Profits – Free Guide

Increasing Profits – This doesn’t happen by accident.

Likewise, your business performance doesn’t happen by accident. There are a whole host of factors that determine how much money you make, or don’t make.

You control, in the main, many of those factors.

Or you could. If you wanted to…do you?

Your Guide to Increasing Profits

Only Dead Fish Go With The Flow…that’s true.

Swept along in the current, with all the other fish, dead, alive, barely breathing.

You might be in the same position in your market, dragged along by competitors, customer expectations, industry practice.

Doing what the rest of your market does, because, well, that’s just how it is.

It need not be like that for you…find out how to escape the profit restricting confines of your market by downloading your free report now – instant access here – Only Dead Fish Go With the Flow – Your Guide to Increasing Profits

The truth is – if your business is not creating a playing field that favours your product, service or solution, then you will be losing turnover, orders and profit when you don’t need to.

If your’re not winning the sales game…you need to change the rules!

When your prospects determine that your business offers exactly the same as your competitors do, then your business results will be pegged at the same level as those of your competitors, and increasing your profits, prices, market share will be a constant battle and one you’re more than likely to lose.

You see, customer perception is everything.

Discover How to Change Your Prospects Perceptions

Download your copy Only Dead Fish Go With the Flow – Your Guide to Increasing Profits to help you address this very issue.

It’s a step by step guided process to help you build a set of KEY market differentiators. That way, your prospects, customers and clients identify you as being positively different from the rest of the field.

That means lots of great things can start to happen for you.

Get noticed for the right reasons. You’ll be able to create clear blue sky between you and the competition and you’ll be able to reflect that in the prices, profits and even the types of clients you engage with.

Plus…your business performance will no longer be dictated or restricted by your competitors.

So, next time you hear yourself saying that you can’t increase your prices or your profits, because the market won’t let you.

Just remember, if you’re not happy with the results your business achieves – orders, turnover, profit, volume or any other factor, even customer type…then it’s because you’re in the wrong market…and selecting to stay there.

Change the Market Conditions – Change the Results

Don’t be a dead fish….

Here’s the link, you can download your free copy now, if you’ve any questions, simply give me a call or let me know…

Only Dead Fish Go With the Flow – Your Guide to Increasing Profits

Plus claim your free subscription to The Advanced Business Achiever.

For instant downloads of our range of sales improvement guides – here’s the link – Free Sales Improvement Guides

Improve Sales Results Using Sales Key Performance Indicators

Improve Sales Results Using Sales Key Performance Indicators

Sales Key Performance Indicators are the gears, the accelerator and the brake in your business, critical in ensuring you get the sales results you want, when you want.

But only if you’re using the right KPI’s because honestly….most of them totally useless, and that means you’re in danger of heading in the wrong direction, fast.

Improve Sales Results Using Sales Key Performance Indicators

When a manager measures, monitors and manages the right sales key performance indicators then they revolutionise the sales results.

Real time.

You need not do anything in the sales team at this stage.

Just revise the sales key performance indicators your review. You’ll be surprised what the sales team key performance indicators will tell you. You’ll also be equally surprised by the impact you can have by some key interventions.

The ‘how to’ is all detailed in the free report you can download here The 7 Sales Metrics You MUST Measure, Manage and Monitor.

Yes, just focus on these 7 vital sales key performance indicators and you’ll be able to change the sales game whilst the game is still in play.

Improve Sales -What Sales Key Performance Indicators Matter?

A manager might typically review the sales on an ongoing basis with the final score being tallied at the end of the day. Which means then the scores can’t be changed.

If that’s happening in your office or team, don’t worry.

You’re in great company. Some firms don’t even do this until the end of the month, and even then they wait ANOTHER two weeks for the results to be reported. There is no way to increase sales at that point. Opportunity lost.

Change the game while it’s still in play. Change the sales results while you still can.

That means you need to know the absolute key sales metrics to watch and influence. This maybe not minute by minute, that all depends on the type of sales business you’re in.

Sales key performance indicators are vital to the success of your business. You don’t need to watch every single one – just these 7.

Discover the Sales Key Performance Indicators for your business

Improve sales now – just download your free report – just follow this link The 7 Sales Metrics You MUST Measure, Manage and Monitor.

Here you’ll discover which 7 sales key performance indicators you should focus on and what to do to improve your sales results using these metrics.

It’s the fastest way to get up to speed with how to improve sales team performance. All without doing anything in the team other than counting the sales outputs that matter to you.

Download your free copy now – here’s the link showing you how to measure what metric to improve sales  The 7 Sales Metrics You MUST Measure, Manage and Monitor.

You can also start your free subscription to The Advanced Business Achiever

Also check out some of our other reports here…

How to Generate High Quality Sales Prospects

10 Steps to Out Sell the Competition

How You Can Increase Profits by Avoiding the Commodity Gap

Fill the Diary with High Quality Sales Appointments

How to Recruit the Best Sales Talent into Your Business and Reduce the Costly Risks

Make every effort to improve sales results whilst you still can!

Fill the Sales Diary with High Quality Sales Appointments

Fill the Sales Diary with High Quality Sales Appointments

Fill the Sales Diary with High Quality Sales Appointments | Lead Generation

Fill the Sales Diary with High Quality Sales Appointments and you know you’ll always be able to hit your sales targets, plus your sales process will be free flowing, and if you’re in sales management then your sales team will be productive and take less time/effort to manage.

Result!

But what happens if you can’t get the carefully nurtured sales leads to convert to the next stage?

When your sales pipeline is full of what look like potentially good leads…but the leads are taking ages to progress though the sales funnel?

What if your sales cycle is just not converting into live opportunities, quotes and invoices?

If all your lead generation, business development and content marketing lead nurturing activities are just over stuffing the front end of the sales pipeline?

You might think the fault is in the sales pipeline management…and it might be.

But sales pipeline management is rarely the only, and never the major cause, typically what you’re looking at is a sales system that’s overwhelming the sales team. As part of the sales management team, or if you are a sales rep with a target, you can solve this.

That when you get a free flowing sales cycle, turning on the sales tap and your ability to convert sales leads to opportunities, sales opportunities to presentations and quotes, then ultimately to invoices and money.

Are you read to solve the biggest problem affecting under performing sales teams today.

The Hard Truth

No matter what your lead generation strategy, your lead nurturing process, your content marketing, your sales process at some point, you’ll need to secure either an online meeting or a physical meeting with your potential customers.

And, as diverse as your marketing strategies may be, this is where the rubber hits the road because either all your lead nurturing efforts get converted into real live opportunities or they don’t!

It’s the first rule of converting a record in a sales CRM to an invoicing opportunity.

Fill the Sales Diary with High Quality Sales Appointments | Creating a Sales Opportunity

It’s at that first critical conversion from sales lead to opportunity where it’s common for sales teams to find lots of other things to do.

It might be reaching out via email, making contact via LinkedIn, twitter, researching, and the list goes on. Let’s be fair, all of these activities have their place, it makes sense, but at some point the sales rep needs to make contact.

NB:this is even more important in small business sales teams since the huge marketing budget probably doesn’t exist, so sales pipeline management and ensuring a free flowing sales channel is key to cash flow and business stability.

Some firms regard ‘this making contact’ as the start of their sales cycle. Some consider it just another stage in their sales cycle, either way, lots of team leaders identify this sales activity as a common sales drain point.

The point where potential good sales opportunities can just bail out of the sales pipeline and never make it as far as a proactive sales cycle.

This means higher sales acquisition costs, higher costs per lead, which inevitably means something is not quite right…And it’s costing the business money, time and opportunities!

And it means the sales person becomes an expensive, under utilised sales resource with an empty sales diary and an even emptier sales forecast.

Now what if that’s happening across a whole sales team?

Sales Lead Generation | The Cost of Doing Nothing

So, up until this point of making contact, you’ve carefully nurtured your target audience, tested them as a good fit for your products and services and wham bam, one telephone call and it’s back to stage 1…the sales leads not been converted to the next stage, the sales rep is even more demotivated than before.

And, even worse, the sales team now see that you (as sales management) are asking them to use a sales technique that not only doesn’t work, but that they hate and they can see is not helping them earn commission.

It’s a downward spiral, for the sales management, the sales rep, the prospect and the business.

Sales people want to do what works and what helps then generate bonus…

If only there was something you could do to avert this disaster and create proactive, productive happy sales people.

Maybe, some activity you employ to convert your target audience, your potential customers to sales prospects who are keen to enter into discussions with you. If only!

Maybe some way you could take all those sales leads and fill the sales diary with high converting sales opportunities?

Stop the Sales Drain | Discover How to Fill the Sales Diary with High Converting Sales Opportunities | Lead Generation

Now you can.

I’ve written a free guide on how to convert your target audience and potential customers to physical sales appointments or virtual online meetings – you can get your free copy here just follow the link. This system works whether you’re selling products or services. It works whether you’ve self generated the sales lead or if you’ve got the lead via content marketing or bought in a business list.

Also works whether you’re a sales rep in a large business or a sales person in a small business.

It works regardless of your order value or your B2B market place.

Truth is – this system works if you do!

Anyone using this system can fill the sales diary with high quality sales opportunities.

You can start now, just download your copy here.

Lead Generation | How to Generate High Quality Telephone Sales Appointments 

Just follow this simple six stage process, with a mini 4 stage process that will make the biggest difference in your sales results immediately.

Add this to your current lead generation strategy, and you’ll be able to fill the sales diary with high quality sales appointments whenever you want.

Plus, say goodbye to high costs per lead, and watch your sales lead generation and lead nurturing process get rid of one of the biggest black holes.

I promise.

Plus,  use it consistently and you’ll never again need to worry about not being able to convert your potential customers and target audience sales prospects into well qualified appointments, whenever you want.

After all, if the sales diary is full, the quality is good, then you can guarantee that your business development pipeline will be solid too. So are your chances of hitting sales target!

An empty diary is a bad sign.

So, make sure you never put yourself in that position. Use this simple lead generation and appointment setting business development system. Enjoy the benefits of a sales planner that’s full of high quality sales appointments, all qualified and ripe for you or your sales team to close.

Lead Generation | High Converting Call Structure for Generating High Quality Sales Appointment.

You can download your free copy of the 6 stage system here. It’s easy and simple to follow – will take you about 10 minutes to read.

Just follow the link The High Converting Call Structure for Generating High Quality Sales Appointments

You should also consider what else this system allows you to do.

One of the biggest benefits is that you get your time back.

Let me ask you, how long do you spend per week trying to fill the sales diary with high quality sales appointments?

Fill the Sales Diary with High Quality Sales Appointments | Create Time | Create Sales 

Now what would happen if you could get the same results in less than half that time. Or perhaps you could double your results by spending the same amount of time?

Plus, think of the cost of sales lead nurturing. Plus the cost of diverse marketing strategies. Activities all designed to give you a sales pipeline of potential customers in your target audience. Now you can follow through and deliver on those investments. Or you can carry on dropping the ball at the critical stage.

What would you do with those additional opportunities? What would you do will all of that extra time? That extra marketing budget?

Now you can start to see the REAL power of the system.

It’s great, not just in helping your fill the sales diary with high quality sales appointments but also in giving your back huge chunks of your week, your budget to do other productive activities.

With that spare time, you’ll be able to focus on other pipeline or revenue generating activities, maybe chasing quotes.

Or you could spend the time contacting lapsed customers. Maybe networking. Focus on social selling/social media. Boost your lead generation. Asking contacts for referrals or simply just allowing you some thinking time.

Fill the Sales Diary with High Quality Sales Appointments – Lead Generation Results!

Filling the sales diary with high quality sales appointments need not be hard work…

You can make sure you make the best use of your time. The best use of your leads. Your week. Just by downloading your free copy of this report which outlines the 6 steps you need to follow.

As a bonus I’ve included how you can deal with the most common objections. All those pesky reasons you’ll hear from the prospect to avoid taking a meeting

Just download your free copy now. Follow the link for your instant download.

The High Converting Call Structure for Generating High Quality Sales Appointments.

So download your copy and start the process to better sales results, faster, more often.

Fill the Sales Diary with High Quality Sales Appointments

Plus – claim your free subscription to The Advanced Business Achiever

You can download our FREE Sales Improvement Guides here

And if you’re looking for a more intensive step by step guide to follow to help you consistently increase the effectiveness of your sales lead generation, improve your sales results and smash sales targets then check out TurboCharged Sales

Fill the Sales Diary with High Quality Sales Appointments – easier than your thought and one of the most common failings found in under performing sales team. Lead Generation is key to growth, stability and creating certainty in the sales pipeline.

Don’t be a business fatality when it’s so easy to Fill the Sales Diary with High Quality Sales Appointments and boost your lead generation ROI.