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Pipeline Management
Imagine a bath filled with water. Almost instantly the water begins to evaporate or can slowly seep through the plughole. Over a period of time the water level reduces and the temperature drops! The only way to keep the water level high and the water hot is to turn on the tap and continually refill it. Equally, you want to keep your prospects ‘on the boil’ by actions that continuously warm up and consolidate your relationship with them. You certainly don’t want all your efforts to go down the drain!

Other pipeline business Related Articles

Where Is My Next Piece of Business Coming From?
Keeping the pipeline full is important to every business person and to every sales person. Too often we get so busy we forget to develop business for "down the road."

RoP Return on Prospecting inventing a better mousetrap
The majority of sales teams we consult are still forced to cold-call and produce quantity in an attempt to fill the funnel of the pipeline. The definition of “cover” was some mythical rule-of-thumb like 3:1 meaning 3 times value in pipeline to cover target. Little regard was given to sales “cycle time” or time left in financial year – the mantra 3:1 became a KPI and we’ve seen salespeople fired for not driving pipeline! How silly can that be? Quality prospects which meet our engagement criteria and a 1:1 win ration means we don’t add lost cost-of-sale to the cost of those we win. We’ve seen sale teams DOUBLE their attributed product profit margin by changing the way they prospect and engage. Register to download this FREE white paper on the new trend to limit cold-calling and how to utilise the salespeople’s freed up time to SELL!
The Sales Pipeline
Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.
Sales Training – How Top Salespeople Can Stuff Their Sales Funnel
Stuffing a turkey is optional; you can always cook stuffing on the side. Stuffing a sales professional’s sales pipeline is mandatory. Let’s look at the sales pipeline process.
Prospecting Improves Morale & Is The Key to Increasing Sales - Find Out the Success Formula
[Business:Sales] Prospecting needs to be part of the entire sales process not just when a sales persons calendar is filled to the brim with appointments. The reason is when the pipeline of appointments dry up the sales person will feel low and morale will suffer for them and those around them. When morale is low theirs one place to look for the culprit and that is the prospecting pipeline. This will be one of the major clues that will determine why morale is low or high. Find out what the SUCCESS FORMULA IS TO INCREASED SALES & INCREASED MORALE...
The Art of Making and Keeping Friends
There is an art to making and keeping friends that all business owners should master. Becoming an expert at this art form will lead to more sales in your online pipeline.
The Myth Of Nabucco: Greed, Delusion and $11.4 Billion
Construction of the 56-inch, 2,050-mile pipeline, first proposed in 2002, is tentatively slated to begin next year and scheduled for completion by 2014. At a cost initially estimated at $11.4 billion and rising, Nabucco will be the most expensive pipeline ever built, more than three times the cost of the 1,092-mile Baku-Tbilisi-Ceyhan (BTC) oil pipeline. Raising such a significant sum in a time of global recession would be an article of faith at best. Even assuming that Nabucco’s boosters manage to assemble a coterie of deep-pocketed suckers – er, investors, the only promised current volume for Nabucco's proposed 31 billion cubic meters (bcm) annual throughput is Azerbaijan's future offshore Caspian Shah Deniz production, estimated at 8 bcm.
3 Steps to Filling Your Pipeline with Eager Clients and Customers
If your primary source of business revenue is selling services, there is no worse feeling than having an empty pipeline. So how do you keep a full pipeline with eager clients and customers? Let me share 3 tips to get you started.
Recruiting Strong Salespeople - The Sales Candidate Pipeline
Recruiting Salespeople - again? Yes. I cannot write enough about this! But, as usual, I'll address recruiting from a slightly different perspective this time - the candidate pipeline. Not to be confused with the candidate pool which is simply a single component of the pipeline. Your sales pipeline should have four stages:

How to fill your pipeline pre- and post-sale? Thought leadership is the answer
Filling the sales pipeline is one of the most talked about aspects of marketing and sales. In this article I challenge conventional thinking about how to fill the pipeline and advocate that in fact thought leaderhip is one of the most effective ways to do so.
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