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.

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Small Axe Ideal Client Highlight

Are you, or someone you know, having way more “great initial conversations” and a lot fewer “new client onboarding meetings”?

We should talk

BOOK TIME HERE

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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!