Always know your next step -here's how

We’ve talked about how to organize your pipeline to make analysis and decision making easier (if you missed it here’s a link.)

So, how does organizing all the people you’re talking to help you organize yours sales activities?

Different categories:

• Need different types of attention

  • Prospects need to be “nurtured”. Opportunities need to be “sold and closed”.

   

• Should have different expectations

  • Don’t be as disappointed by losing a lead as losing an opportunity. 

   

• Justify different levels of commitment.

  • If you haven’t qualified someone as an active opportunity, you shouldn’t be spending an hour working on a custom document for them.

   

• Get attention during the busy time

  • If the list of things you should do exceed the list of things you can do. Start with the tasks for the active opportunities closest to close first and work backward.

 When you sit down to start on your daily sales follow up, reflect on where your prospects are in the sales process and you'll have a good idea on the best outreach plan!