Sales Pipeline Radio

Guest host, Robert Pease went through this pipeline performance checklist. Get your notepad out for this one. A few of the steps included: 1. Understanding our target customer.  What makes the best customer for the product you sell? What makes for the longest term customer? The goal is to get into the consumption patterns of this optimal customer. You have to be stingy with sales time and efficient with marketing spend. You don't want to reach out to marginal prospects. 2.Knowing what a qualifying customer looks like. It isn't just the person who has downloaded your most recent whitepaper. They are most likely not ready yet. 06:08 3. The message that you use.  Speaking to your ideal customer profile to attract the qualified leads you are looking for. Understanding their problem and provide the solution they are seeking. Understand a day in the life, the pressure - LISTEN first.  Be patient with the overall sales process. 07:00You can't close in the first contact. 07:15 11:15 4. Understanding