Where are you with each sales opportunity? When is the next step in the sale? This is important because your pipeline pull-through strategy articulates for your company and your future customers exactly how you are going to work together from the time that you identify a qualified lead through to their decision to become a […]
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Your company’s process for moving your qualified sales opportunities through your sales pipeline. Think of this as your “sales map”—all the steps you and your customers need to take during their buying journey. A complete pipeline pull-through strategy includes these three parts. Sales Meeting Management: This is your process for leading your sales meetings and […]
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Top-of-the-sales-funnel work is focused on generating qualified leads through daily marketing and sales activity, such as the following. • LinkedIn connections, groups, and posts • Blogging and content marketing • Social media (Twitter, Facebook, Instagram) • White papers • Webinars • Executive briefings • Market update conference calls • Speaking at conferences and industry events […]
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Moving your qualified leads through your sales pipeline requires that you have a clear strategy for taking customers from qualified lead to paying customer. Some of the biggest mistakes that startups make in this part of their sales funnel are one or more of these actions. • Failing to maintain momentum from one sales meeting […]
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Zach Stein joined me on my podcast, describing the decision-making frameworks he used as CEO at Osmo. (Check the comments below for a link to the episode.) We talked about “making one decision to save a thousand” that Greg McKeown detailed in his book, *Essentialism.* This week, I decided to skip all Super Bowl media […]
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