I’m passionate about sales and truly enjoy collaborating with clients to understand their challenges. Building long-term, meaningful relationships is key to working together towards a common goal - solving those challenges.
In the excitement of pursuing new opportunities, it’s easy to overlook some critical indicators that can better qualify your pipeline.
To stay on track, I'd make it a point to review my pipeline daily and ensure I have clarity on the following for every deal:
Am I working within a allocated budget? (Not just the current or intended spend)
Is there a compelling event driving the need?
Who is the decision maker?
What is the decision-making process?
What is the current solution, and what does the client like about it?
Who is the current supplier (and competition)?
Is there a contract end date?
If I’m missing any of these details, it’s a sign to reconnect with the client or, depending on the engagement, bring my manager along to strengthen the relationship.
It’s not just about solving problems; understanding and accounting for these variables are essential. With this approach, I can forecast with greater confidence.
What other variables do you consider?
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