pipeline review meetings: increasingly unproductive?
TRANSCRIPT
Monthly Pipeline Review
Meeting
Pipeline reviews becoming increasingly
unproductive?
Pipeline reviews becoming increasingly unproductive?
Sales consistently over-rating opportunity value, creates a strong
focus on ‘validating’ opportunity status, instead of a focus on next steps?
Sales consistently over-rating opportunity value, creates a strong
focus on ‘validating’ opportunity status, instead of a focus on next steps?
Continuous lack of confidence on forecasts?
Low closure predictability?
Pipeline reviews becoming increasingly unproductive?
Sales consistently over-rating opportunity value, creates a strong
focus on ‘validating’ opportunity status, instead of a focus on next steps?
Continuous lack of confidence on forecasts?
Low closure predictability?
Unable to create an effective standard, with verifiable information
and events, for sales to follow?
Pipeline reviews becoming increasingly unproductive?
Lack of understanding of what the customer is thinking,
making you undecided on how much pre-sales ‘proof of concept’
resources to spend?
Sales consistently over-rating opportunity value, creates a strong
focus on ‘validating’ opportunity status, instead of a focus on next steps?
Continuous lack of confidence on forecasts?
Low closure predictability?
Unable to create an effective standard, with verifiable information
and events, for sales to follow?
Pipeline reviews becoming increasingly unproductive?
Too administrative and lack thoughtful discussions? Discussion much too often
focused on qualification? Inputs frustratingly vague to plan
organisational resources?
Lack of understanding of what the customer is thinking,
making you undecided on how much pre-sales ‘proof of concept’
resources to spend?
Sales consistently over-rating opportunity value, creates a strong
focus on ‘validating’ opportunity status, instead of a focus on next steps?
Continuous lack of confidence on forecasts?
Low closure predictability?
Unable to create an effective standard, with verifiable information
and events, for sales to follow?
Pipeline reviews becoming increasingly unproductive?
• Solution Selling 2.0® is a consultative, client-focused, value selling programme that provides a strong understanding of: – How buyers buy and how sellers should align – How to prepare for and engage each buyer/ influencer effectively – How to approach diagnostic conversations and nudge out
competitors – How to gain access to decision makers, and keep them engaged – How to prepare for negotiations such that margins remain protected
• The skill development is approached keeping adult learning principles in mind with hands-on exercises and role plays. Participants also have access to online learning before and after the workshop.
• Solution Selling 2.0® suite of training and consultancy services, equips sales professionals with the skills required to produce consistent sales performance.
Contact us today to know how we empower your teams to sell more by:
- Enhancing all aspects of sales, selling skills- Enhancing organisational capabilities through best-
practice processes- Implementing technology driven solutions for better
predictability, forecast, pipeline management, coaching
Shipley Limited is an Authorised Solution Selling 2.0® Provider