Is Your Sales Pipeline Working?

By Mike Philie
In November 2, 2008

Pipeline, what pipeline? You mean the Alaskan pipeline? No, no, no. Your sales pipeline. You know, you've got a group of suspects and prospects as well as existing customers that are at various stages of your sales cycle and that you spend your time moving them along the pipeline in hopes that they become customers and repeat customers. That pipeline!

Well the pipeline works for most reps but I'm not sure that it's working for them strategically or just through sheer will. I mentioned "your sales cycle" in the first paragraph. Can everyone define their sales cycle to me? What are the steps, the average time between stages and the critical success factors of each stage? Not being able to define these stages is basically the difference between getting customers and getting customers with a plan.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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