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Posted on The Sales Hunter, by Mark Hunter
"How many prospects do you have in your sales pipeline? Now how many of those prospects are moving forward?
Are you keeping prospects in your pipeline that have little chance of ever becoming a customer? If so, then you don’t have a sales pipeline. What you have is a sewer line.
One thing you can’t forget about sewer lines is when they get backed up, they stink! How bad does your sales pipeline stink?
Putting prospects in your sales pipeline is what we as salespeople do. At the same time, we have to be mindful our job is not just to be putting them in on one end. Our job is to really be pulling them out of the opposite end as customers. That’s the pipeline we want.
Plugged or leaky pipes are not good!
If the prospects you have in your pipeline are not moving, then get them out of there. Put the ones that are not moving into another pipe — one that you aren’t focusing all of your attention on.
When we have too many prospects in our pipeline, we can quickly become overwhelmed. And in the end, we wind up not only hurting ourselves, but also denying great prospects the level of attention they deserve." . . . [Read More at TheSalesHunter.com]
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