marketing
Clozen: Do you want to build a pipeline? (Frozen B2B sales spoof)
Do you want to build a pipeline? It’s easier than you might think. Don’t get left in the cold! Follow these six best practices to learn how to make your sales pipeline valuable and sustainable. For the first time in forever, your sales reps will start clozen deals. Enjoy our video? Check out the full lyrics below!
1) Establish goals
Review your opportunities and past wins to figure out your average deal size, then calculate how many opportunities you need to close in order to meet revenue goals. Just remember that number is the bare minimum—go above and beyond; test the limits and break through.
2) Use buying signals to identify shifts in pipeline stages
Is a buyer asking for a follow-up demo? Have they expressed a timeline? Are more members of the buying team getting involved? These are all buying signals, and they can be used to identify when an opportunity has shifted into the next stage of the sales cycle.
3) Elevate your conversations
To close deals, you need to talk to the decision-makers at your opportunity’s company. When deals freeze, it’s often because you’re not talking to the right people. Whenever possible, do what you can to bring in more members of the buying team, especially ones that are higher up in the organization.
Source: Tumblr
4) Visualize your CRM data
Take that CRM data and put it to good use with data visualization tools. These tools give your reps a way to tell at a glance whether an opportunity is healthy or going downhill. You gain instant clarity into sales situations without having to spend hours reviewing clunky CRM reports. After all, some opportunities are worth melting for.
5) Prioritize, prioritize, prioritize
Sales reps only have so much time each day. Once you build up your pipeline, how do you choose which opportunities to focus on? Use automated prioritization tools to identify the deals that are most likely to close. And that opportunity that’s going nowhere? Let it go.
6) Don’t ignore early leads (or the middle ones)
A common mistake sales reps make is focusing all their efforts on the “ready to close” opportunities. They may be quick wins, but what happens after those deals close? Your early opportunities have dropped out of the sales cycle, forcing you to start from scratch rebuilding your pipeline.
Spread out your efforts across the entire pipeline to ensure your sales process is sustainable long term. Remember: Only habitual follow-up can thaw a frozen deal.
Enjoyed our video above? Here are the full lyrics!
Elsa?
(Knocking: Knock, knock, knock, knock, knock, knock)
Do you want to build a pipeline?
We'll prospect each and every day
You'll start closing more and more
Open up the door to selling a new way
We used to use cold calling
And now we're not
So please let me tell you why!
Do you want to build a pipeline?
I'll teach you how to build a pipelineGo away, Ana
Okay, bye...(Knocking)
Do you want to build a pipeline?
And make our quotas by the fall
Some new sales tools are overdue
We'll get you talking to
The C-suite on your calls
(Hang in there, Pete!)
It gets a little lonely
But what a view
From the top of the leaderboard
(Tic-Tock, Tic-Tock, Tic-Tock, Tic-Tock, Tic-Tock)(Orchestral)
(Knocking)
Elsa?
See, it's all right in there
All the data straight from CRM
Instant access displayed visually
You'll see priorities update dynamically
You'll focus on the right deals
The way sales should be
What are we gonna do?
Do you want to build a pipeline?
Spread the word! Share this post with your friends, colleagues or even your 5 year old kid. Show them how fun building a sales pipeline can be!
Disclaimer: No copyright is claimed in Clozen and to the extent that material may appear to be infringed, I assert that such alleged infringement is permissible under fair use principles in U.S. copyright laws. If you believe material has been used in an unauthorized manner, please contact the poster.
By Accent Technologies
7th January 2016
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