HOW TO BUILD A PROFITABLE SALES PIPELINE

The Mims Morning Meeting

The strength of any great sales professional is in the size, value, and credibility of the pipeline. A pipeline

is definedas an identified prospect company to which you have described the features of your products or

services. These features will enhance the value of the prospect’s business or solve a potential

companyproblem in the future. A good sales professional looks at a pipeline as a living, breathing, and

growing object. It will start out small and continue to grow when it is fed the proper nourishment, and will

begin to feed you only at its mature stage.

Building this pipeline can also be compared to constructing a commercial skyscraper; the deeper and

stronger the foundation, thetaller the building. The construction of an industrial or commercial building

 represents considerable investment in terms of both time and skill. It is critical that the pros and cons be

carefully weighed before making the decision to attach a prospect to your list.The tools, skills, and a great

deal of time go into constructing aprofitable pipeline. Tools and skills include networking, fact-finding,

concentrative-listening, information verification, and payback.

Activity, as it relates to building a pipeline, is key to success. The higher the level of a new contact,

location of a new business, andrediscovering old opportunities, the greater will be the size, value, and

credibility of the pipeline. www.mimsmorningmeeting.com

~ by mimsmorningmeeting on March 6, 2007.