Pipeline Management PPT

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Pipeline Management
The Silver Bullet
Agenda
1. What is opportunity pipeline management?
2. How to fill your Pipeline!
3. How to Manage your Pipeline !
What is opportunity pipeline management?
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SILVER BULLET of SUCCESS
Simply put, your sales pipeline is the amount of business
you attempt to close in a given month, quarter, or year. As
time passes, you can begin to track what share of sales
you close. If that share is consistent, you should be able to
forecast sales with greater accuracy, which will give you
greater confidence and help you plan accurately for
future demand. You will also glean information on where
you fall short: For example, is your conversion rate low, or
are you converting plenty of customers, but only getting a
small share of their total business?
Leverage your efforts to create a better environment for
closing sales.
Create Accurate Visibility into all Future Sales
How to fill your Pipeline!
Getting Back to Basics
 Get Organized
 Know Your Market
 Know Your Products
 Work Your Calendar
 15 Sales Calls per Day
 6 Presentations per Week
 1-2 Closings per Week
WORK SMART not HARD
How to fill your Pipeline!
Getting Back to Basics
Have Productivity Software !
If You FAIL to PLAN
You better PLAN TO FAIL
How to fill your Pipeline!
Getting Back to Basics
Track Daily Activity
Be Accountable to Yourself
Enter Data ACT or Sales Logic
Define Pipeline Process
Monitor Progress
How to Manage your Pipeline !
1: Define who qualifies to be in pipeline !
2: Define what stage your prospect is at !
3: Define what Actions are to follow !
Define who qualifies to be in pipeline !
Organize your Contact’s into stages
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Suspects: A shop that you identified but have not met yet.
Prospect: A Shop that you have met with but have not sold.
Competition: A shop that you have met with that has competitive product.
Web Trial: A shop that you have met with that has been given a Web Trial.
Quote: A shop that you have met with that has been given a formal quote.
How to Manage your Pipeline !
Organize your Opportunities into Stages
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Initial Communication
Web Trial
Lead
Appointment Set
Presentation
Follow Through
Commitment to Buy
5%
10%
15%
30%
50%
55%
90%
How to Manage your Pipeline !
Use Software to Track Opportunities
You have to track how you have done to know what to expect in future !!
How to Manage your Pipeline !
Use Software to Track Opportunities
Current Month Opportunities !
How to Manage your Pipeline !
Use Software to Track Opportunities
Narrowed to Actual month Closing!!
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Do You Know What stage you close most of your deals at ?
Would you like to know where you will end the month ?
Would you like to be able to have your boss give you a raise ?
Have you ever forgotten about a viable Prospect ?
WORK SMART not HARD
If you Fail to Plan, Plan to Fail !
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2.
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5.
This illustration is great for the actual use of Pipeline Management.
You have to shovel a lot of stuff in one side to be able to get those few Gem’s out of the
other side !
You have to be honest with yourself and your Pipeline to get the results that you desire !
This is your Business you can let it manage you or YOU can manage your Business !
All successful sales businesses use call reports and projected forcast’s, Is your Business
Successful ?
You have to do what you don’t want to do to get what really matters to you!
REMEMBER YOU HAVE TO LOOK AT YOUR BOSS EVERY MORNING !
IS YOUR BOSS HAPPY ?
Pipeline Management
Live Presentation
The Silver Bullet
Pipeline Management
The Silver Bullet
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