We sat down, most companies have a database, we just went through their database and we started developing lists based on the highest probability that the deals at the top of that list would move into the sales cycle. And we got their people in a room and we picked up a telephone, and we started dialing. And four months later they hit their number.
The problem was prospecting. So the first thing you do, I mean this isn’t rocket science. You get a list of prospects. You try to put some thought behind that list to make sure you’re calling the highest quality and highest probability prospects first.
You work your way down that list, then you rinse and you ghana telegram data repeat. And then once you’ve got stuff in the pipeline, then you can really start working on your sales process, on presentation skills, on your messaging, on making sure that you’ve got good buyer maps, and all of the things that drive a sale through the pipeline and create velocity through the pipeline.
You can do all that, but none of that matters if the pipeline is empty. I tell sales managers all the time: if your salespeople aren’t prospecting, you have no other options. There’s nothing else that you can do.
The only option you have is either get them prospecting or fire them, that’s it. But if they’re prospecting and they’re driving activity through the pipeline. At that point, then you can really put your gloves on, get in the trenches with them and you can start fine tuning the process and the messaging, the questions that you’re asking and, you know, the case studies that you’re building, all of that you can do if you’ve got a full pipeline.