YourSalesManagementGuru by Ken Thoreson, Acumen Management Group

Blog archive

Time for Summer Pipeline Building

This week, I had two conversations reminding clients to make sure that they are focused on building their summer pipeline. In one case, the client was excited about the event it just completed and the opportunities it found, but it had no events scheduled for May or June.

It is the job of sales leadership to have a 90-day-and-beyond vision into their company's pipeline and planning. Now is the time to make sure you are making extra efforts in your sales and marketing plans to increase your visibility.

What kinds of programs or activities are you launching in the next 60 to 90 days to make sure your summer is busy? Below is a list to help you think through your options. I would like our readers to add their thoughts and ideas, as well, in the comments section or in an e-mail. Let's all work together to ensure mutual success.

  1. Hunt your customer base. Hold customer-appreciation events and make sure your have a plan to contact each customer and offer additional products/services.

  2. Ask your vendors for ideas and find out what other organizations are doing to increase activity.

  3. Schedule events for regional access; if you cover a large area or even a single city, schedule morning events in two separate areas, one day apart. As an example, one might be on the north side of your city, the second in the south. As you prospect, make sure clients know of both events; that makes it easy for them to attend.

  4. Buy a new database and create a fun mailing. Use oversized postcards.

  5. Have each salesperson block a minimum of two hours a week to prospect fresh opportunities.

These are just a few to start the dialogue. The key is to make it happen now!

What are your ideas?

Posted by Ken Thoreson on April 29, 2014


Featured

  • FTC Expands Microsoft Antitrust Investigation Under Trump Administration

    The Federal Trade Commission (FTC) is pressing ahead with a broad investigation into Microsoft's business practices, an inquiry that began in the final weeks of the Biden administration.

  • An image of planes flying around a globe

    2025 Microsoft Conference Calendar: For Partners, IT Pros and Developers

    Here's your guide to all the IT training sessions, partner meet-ups and annual Microsoft conferences you won't want to miss.

  • Microsoft to Shut Down Skype Services

    Microsoft will discontinue its Skype telecommunications and video calling services on May 5, 2025, marking the end of the platform's decades-long run.

  • Big Blue To Acquire Datastax in Enterprise AI Play

    In a bid to bolster its enterprise-aimed AI capabilities, IBM is planning to acquire Datastax, a leading AI and data solutions provider, for an undisclosed amount.

Most   Popular