You gather all this information from meetings for your pipeline reports, but do you keep falling into the trap of the client choosing another vendor, pricing difficulties or they ghost you? If so, you may be falling into these common pipeline traps that don’t actually ask or measure the necessary information to move the needle.
In this week’s episode, I share with you the exact questions you should be asking and the evaluations you should be making to increase the chance of a potential client choosing your business over another vendor. You want to make sure you are getting an honest evaluation of not only the client’s problems but also the urgency at which they want to solve them. Join me in this week’s episode to hear how you can use the Same Side Selling techniques to bring in a much higher percentage of opportunities.
Quotes:
“A pipeline should not be a pipe dream. A pipeline should be an honest assessment of the opportunities that you have that are likely to happen.”
"We need to make sure that we're creating pipelines and forecasts that are accurate and reliable, not just some Wish List and fantasy”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Linkedin: https://www.linkedin.com/in/ianaltman/
Twitter: https://twitter.com/IanAltman
Website: www.samesidesellingacademy.com
Email : ian@ianaltman.com
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