<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=1581599555431982&amp;ev=PageView&amp;noscript=1">
Skip to content

How to Fix Your Skinny and Ill-Defined Pipelines, Don Lazzari

"Take the mash and make whiskey." 

[ LISTEN NOW ON ITUNES ]

 

Sales Tips you'll learn today on The Sales Podcast...

  • Keep your training practical and applicable.
  • "A curated selection of sales knowledge."
  • Younger salespeople are still hungry for the wisdom and insight we can give as experienced professionals.
  • Sales Vital Signs
    • Look at your sales pipeline as a continuum
    • You need more pressure at the top
    • Most pipelines are skinny and ill-defined
  • You must have a discussion with the market through marketing.
  • You need an evangelist.
  • He does weekly 1-on-1s with your salespeople.
  • "What's new to funnel and what's new to pipeline, i.e., the interest vs. action?"

 

Get The Daily

  • You need to track activities and pipeline progress.
  • Stamp out the optimism in the pipeline.
  • Share the voice of the customer.
  • "1,000 points of light" in marketing.
  • Evangelize the success of your customers.
  • Share a good message.
  • What are your big three? Tie your success stories to the three big benefits of your offering.
Take the mash and make whiskey.”
  • Pin your benefits to value.
  • "Schoolhouse Rock" boiled it down to threes.
  • People only remember 50% then 25% then only the headlines.
  • You create credibility by asking insightful questions.
  • Big fan of "S.P.I.N. Selling."
  • You're not paying me for my hours, you're paying me for what I know.
  • Pre-Med to writing.
  • People still appreciate candor.
There's a lot of smoke in the woods."
  • "My job is not to be the expert, it's to make you money."

GUEST INFO:

Sales Growth Tools Mentioned In The Sales Podcast