YourSalesManagementGuru by Ken Thoreson, Acumen Management Group
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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.
- Hunt your customer base. Hold customer-appreciation events and make sure your have a plan to contact each customer and offer additional products/services.
- Ask your vendors for ideas and find out what other organizations are doing to increase activity.
- 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.
- Buy a new database and create a fun mailing. Use oversized postcards.
- 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