Unlock a new level of pipeline analysis

“Everything seems urgent and important and it’s so hard to prioritize sales activities.” 

This sound like you? 

I've got a way to organize your pipeline that will make it 10x easier to analyze and make decisions.

Bucket everyone in your CRM into one of these 4 categories:

• Contacts

  • Someone you know (and who knows you), but is not actively interested in working with you. Either because you’ve never discussed it or you have discussed it and its a “no” or a “no for now”.

• Prospects

  • People who you are targeting to work with. Contacts can be prospects, but prospects aren't always contacts.

• Leads

  • People who you that you are actively pursuing projects/partnerships with.

• Opportunities

  • Fully qualified leads who have communicated intent to work with you.

    How do you know the difference between a lead and an opportunity? Use the NFP, BANT or another similar sales qualification framework. I'll make another newsletter about the wonderful world of opportunity qualification soon!

With this organization of your pipeline, you unlock a new level of analysis. Now, you can easily see:

• “What content is most appropriate for this person?”

• “How much time should I spend customizing content for this person?”

• “How likely is this to close?”