All Entries Tagged With: "superstar"

Chasing Mice, Elephants, and Ghosts

This is the final post of a three part series dedicated to building a championship pipeline. At the end of last week’s article, I touched on the idea of “balance.” No, I’m not talking about work-life balance. I’m talking about the size and viability of your prospects.

Are you chasing mice, elephants, and ghosts? You may want to chase some more than others…

Committing to Your Pipeline

Part 2 of 3 for Building a Championship Pipeline:

Sales people get pulled in many different directions. From lead generation on the front end, to closing the deal on the back end, there is a lot to do!

Throughout the process, you must be committed to adding new opportunities to your pipeline. The following is a list of things I do to continue feeding the funnel…

Selling Like a Rookie

Part 1 of 3 for Building a Championship Pipeline:

I believe the selling season lasts year round. Thousands of companies need help and will buy your products regardless of the time of year. That said, your industry most likely has an exceptionally busy month or quarter when many new clients buy your services. In effect, you are always working for three time frames… the present month, the quarter, and the “busy season.” It is during these periods when the strength of your pipeline is revealed!