Comments on: Chasing Mice, Elephants, and Ghosts

By: Angela McCullagh

Angela McCullagh — Mon, 14 Dec 2009 12:30:54 +0000

Refreshing info, thanks. Hoping your generosity rebounds your way. Good chi.
Angela McCullagh

By: Fred Dempster

Fred Dempster — Thu, 03 Dec 2009 16:52:25 +0000

Always use STAGE, PROBABILITY, DAYS IN STAGE/PIPELINE, but I think GUT FEEL is an important one and use as well – symantics aside the 5 you list cover most.

The other I have is from the Power Map – who knows who that I don’t know who has influence (a split from #2). GUT FEEL also is the ones where you feel a decision is already made and you are just going to fill out the compliance with 3 quotes slot.

By: Nancy Bleeke

Nancy Bleeke — Tue, 01 Dec 2009 00:12:33 +0000

Very unique way of looking at the quality of the prospects. I’m not as absolute on the Ghosts being a time waster. Sometimes Ghost Chasers end up as Elephants when you least expect it. The key is to strategically nurture the ghosts using tools that automate the ongoing follow-up as much as possible (Send Out Cards, InfusionSoft, etc.) and to make sure the majority of your time is spent on the Elephants and Mice.

By: mark allen roberts

mark allen roberts — Mon, 30 Nov 2009 15:40:53 +0000

As always thought provoking post,

However I do not agree with your “Ghosts” advice.

My experience shows that salespeople dismiss 70% of leads, and 80% of those dismissed do go on and buy within 12 months. So when sales says they did not get the order due to “price” the reality is “price” was not on the list of why the customer did not buy as I discuss in my blog http://nosmokeandmirrors.wordpress.com/2009/11/23/proven-steps-to-profitable-growth-step-one-establish-market-truth/ .

So word of caution to salespeople who quickly dismiss Ghosts…as someone will keep following up with them, and when THEY are ready to buy, they will.

Mark Allen Roberts

By: Arnel Tanyag

Arnel Tanyag — Mon, 30 Nov 2009 12:54:48 +0000

Dear Doyle:

I love this post. A great way to explain different types of prospects.

Thanks,

Arnel Tanyag

By: Shelly

Shelly — Mon, 30 Nov 2009 12:00:58 +0000

There is room in my pipeline for all creatures great and small. But my ghostbusting days are over. Thanks for the great article, Doyle.

Your faithful reader,

Shelly

By: Lilian Eilers

Lilian Eilers — Mon, 30 Nov 2009 08:31:14 +0000

Hi Doyle

Love your posts, especially the last three! Thanks for your insights — they have helped me get back on track after a number of months of client rejection…

Cheers!
Lilian

By: Hal Alpiar

Hal Alpiar — Mon, 30 Nov 2009 03:02:13 +0000

The type and size of the creature depends on the nature of what you’re selling.

A friend of mine in the jet engine business has no mice and can’t afford to be a ghostbuster. He pursues elephants only.

A small B to B service business can’t handle elephants, and is happy chasing mice.

Some salespeople I’ve seen, who usually aren’t around too long make a habit of attending seances and chasing ghosts instead of making sales.

Your ghost checklist though is great, and would put Casper to shame.

Thanks for the provocation. Oh, by the way, never a good idea to chase mice and elephants around in the same room at the same time unless you’re aching to have no walls…and want to risk getting squashed… and turning into, uh, a ghost!

Best – Hal