Comments on: Pipeline management 1 – When is it an opportunity?

By: Karl Goldfield

Karl Goldfield — Thu, 11 Jun 2009 18:11:06 +0000

Too true that getting the prospect to actively join you in the process is a true sign of salesmanship and viable opportunity. Beware of the powerpoint push for powerpoint sake. Try and get the commitment of mutual discovery.

By: Bruce Rasmussen

Bruce Rasmussen — Sat, 06 Jun 2009 03:24:57 +0000

Great article – agree with the sentiments.

We find a great test to see if an opportunity is real – to see if the buyer is “coming along for the ride” – is to get them to agree to take an action.

For example – prospect says “That sounds great – send me a quote”. We say “No problem – but I don’t want to waste your time. Before I give you the written quote, I’ll need to come back and spend 20 minutes with you, where I’ll take you through my thoughts via Powerpoint. Once I get your feedback, I can finish my quote.”

If the prospect says “No need – just send it in” we would suspect you’re wasting your time. If the prospect won’t give up their time – won’t “take an action” – they’re not really serious.

By: The Sales Evangelist is Back!! « Sales training star blog

The Sales Evangelist is Back!! « Sales training star blog — Sat, 06 Jun 2009 02:37:16 +0000

[...] Karl Goldfield, the Sales Evangelist, enlightens you on how to act smart in evaluating your pipelines. Learn to understand how it is important to consider everything an opportunity. Not sure what’s an opportunity? Well, the Sales Evangelist gives you the answer in five easy steps. Click here to read more! [...]

By: bizsugar.com

bizsugar.com — Thu, 04 Jun 2009 04:21:15 +0000

Pipeline management – When is it an opportunity?…

One of my least favorite activities as both a young sales representative and a young sales manager was reviewing pipelines. Why? Because as a young sales person I was never taught what opportunity really meant, and as a young sales manager I was not sk…