Pipeline problems …
Posted on March 1st, 2007 by MichaelI recently asked a group of 80 senior marketing managers “what is the number one problem that continually faces your sales team?”. As usual, the majority replied something to do with ‘pipeline issues’. Either not enough business in the pipeline, or the poor quality of business in the pipeline.
This supports my own observation that, although there are many interesting things that can be done to help businesses evolve, most of my consulting work is focused on helping clients grow and fill their pipeline.
March 7th, 2007 at 3:41 pm
Filling the pipeline is a continual process, ie unchecktocheck activities. The quality of client can be controlled by making the decision to only work with a certain ”type” of client. Whilst this may not be possible in some industries or in all circumstances, if you can set the ground rules as to who you will deal with soon, your reputation will proceed you and you will attract that type of client you really want.