Good sales pipeline management brings order and structure to an often disorderly system. This creates a solid base for growth. A regular cadence of sales team meetings and individual pipeline reviews keeps your pipeline organized and your team prepared to win new business.
Here’s a link to a podcast that underscores the importance of defining and managing your sales pipeline. A well-managed sales pipeline lets your firm monitor forecasted revenue, plan for future resources, and focus on the best new clients.
Pipeline Design & Management
New business opportunities follow progressive steps. Together, we organize them and define a process that makes sense to your team.
Proper sales pipeline management demands rigor and focus. Unfortunately, it is all too easy for attention to shift away from important pipeline opportunities, especially during a long and complex sales process.
Our work together includes:
- Developing a shared language around sales that your team understands and uses
- Definition of a sales process that aligns how you sell with how your customer buys
- Sales Team meetings to share successes, learn from each other, and to build a collaborative team
- Appropriate, firm-specific sales pipeline reporting and metrics
Individual New Business Opportunity Management
Each new opportunity is different in the world of professional services. Sales cycles are long and complex. As a result, architects, engineers, advisors, and consultants need 1-on-1 guidance to navigate the numerous interactions required to close new business.
Personalized sessions help busy practitioners make the right moves that advance opportunities to close.
During these 1-on-1 reviews, we:
- Review specific pipeline opportunities and define next steps
- Strategize approaches to get the “inside track”… and keep it
- Brainstorm ways to “unstick” slow moving opportunities
- Work through proposal, pricing, and negotiation strategies