How to Build a Pipeline Paradigm ft. Mark Hinkle and David Ackert
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Mark & David will cover proven methods to help your department understand readily available prospecting technology, streamline transitions from lead management to CRM and develop efficient qualification procedures. Expect real life examples of successful business development techniques that include: - Identifying Opportunity Oceans - Establishing a Practice Pipeline - The Pipeline Pursuit - Developing Lead Bait - Cultivating A Sales Culture
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How to Build a Pipeline Paradigm ft. Mark Hinkle and David Ackert
- 1. Stop Searching. Start Finding. HOW TO BUILD A PIPELINE PARADIGM Presented by: David Ackert Founder, Prac>ce Boomers david@practiceboomers.com Mark Hinkle COO, Manzama mark@manzama.com
- 2. Stop Searching. Start Finding. Agenda Iden>fy Opportuni>es Techniques to Ini>ate Contact
- 3. Stop Searching. Start Finding. Agenda Iden>fy Opportuni>es Techniques to Ini>ate Contact The Pipeline Pursuit Maintaining Consistent Contact Developing Lead Bait
- 4. Stop Searching. Start Finding. Agenda Iden>fy Opportuni>es Techniques to Ini>ate Contact The Pipeline Pursuit Maintaining Consistent Contact Developing Lead Bait Cul>vate a Sales Culture Establish a Prac>ce Pipeline
- 5. Stop Searching. Start Finding. Agenda Iden>fy Opportuni>es Techniques to Ini>ate Contact The Pipeline Pursuit Maintaining Consistent Contact Developing Lead Bait Cul>vate a Sales Culture Establish a Prac>ce Pipeline Key Take-足Aways
- 6. Stop Searching. Start Finding. Reac>ve Approach: business results are a product of factors beyond your control
- 7. Stop Searching. Start Finding. Proac>ve Approach: business results are influenced by your strategy and ac>vity
- 8. Stop Searching. Start Finding. The Rule of Seven Stop checking in and start providing relevant informa>on
- 9. Stop Searching. Start Finding. The Rule of Seven Stop checking in and start providing relevant informa>on Find interes>ng, insighWul content to share (with Manzama) Provide the prospect informa>on on their compe>tors Proac>vely provide legisla>ve or regulatory updates Share industry trends and developments Reach out around execu>ve movement/awards Provide compe>>ve intelligence
- 10. Stop Searching. Start Finding. The Rule of Seven Stop checking in and start providing relevant informa>on Find interes>ng, insighWul content to share (with Manzama) Provide the prospect informa>on on their compe>tors Proac>vely provide legisla>ve or regulatory updates Share industry trends and developments Reach out around execu>ve movement/awards Provide compe>>ve intelligence Audi>on for the part
- 11. Stop Searching. Start Finding. How to Iden>fy Market Opportuni>es Monitor market ac>vity Industry Intelligence Compe>>ve Landscape Regulatory Changes Watch for Interes>ng Developments Share Interes>ng Developments Be Timely Thought Leadership Identify Opportunities
- 12. Stop Searching. Start Finding. For Example Identify Opportunities
- 13. Stop Searching. Identify Opportunities Start Finding. For Example
- 14. Stop Searching. Start Finding. Techniques for Ini>a>ng Contact: Content Marke>ng Pipeline Pursuit Content + Communica>ons = Rela>onship Building
- 15. Stop Searching. Start Finding. Techniques for Ini>a>ng Contact: Content Marke>ng Pipeline Pursuit Content + Communica>ons = Rela>onship Building Content Marke+ng defined: The technique of creating and distributing relevant and valuable information to attract, acquire and engage a clearly defined target audience in order to drive profitable customer action.!
- 16. Stop Searching. Start Finding. Identify Opportunities Techniques for Ini>a>ng Contact: LinkedIn Reference commonali>es in your invita>on to connect. Hi Mary, its David. Listen, I was on LinkedIn today and I no>ced that youre connected to Kevin Bacon, the HR Director at CleanWater. I do a lot of business with HR departments in his sector. What can you tell me about him that might lead to an appropriate introduc>on?
- 17. Stop Searching. Start Finding. Techniques for Ini>a>ng Contact: Abend Abend their speaking engagements Introduce yourself aaerwards Follow up with content Identify Opportunities
- 18. Stop Searching. Start Finding. Techniques for Ini>a>ng Contact: Propose an Interview Identify Opportunities Dos and Donts Do schedule 20 minutes for the interview Do hold the interview in person Do share the ar>cle when its published Dont delegate this strategy
- 19. Stop Searching. Start Finding. Techniques for Ini>a>ng Contact: Propose an Interview Identify Opportunities Dos and Donts Do schedule 20 minutes for the interview Do hold the interview in person Do share the ar>cle when its published Dont delegate this strategy Hi, this is Don Tyler with Perkins Blane and Im wri>ng an ar>cle on the new regula>ons that are impac>ng companies in your sector. Id like to feature your CEO, Maggie Seastrom, in the ar>cle. Can you connect us?
- 20. Stop Searching. Start Finding. Techniques for Ini>a>ng Contact: Invite to Speak Identify Opportunities
- 21. Stop Searching. Start Finding. Cultivate A Sales Culture Use CRM or prospec>ng technology: track efforts and maintain consistency
- 22. Stop Searching. Cultivate A Sales Culture Start Finding. Example: Prac>ce Pipeline Report For A Law Firm
- 23. Stop Searching. Start Finding. Example: Cultivate A Sales Culture Prac>ce Pipeline Report For A Law Firm
- 24. Stop Searching. Start Finding. Key Take-足Aways Iden>fy Opportuni>es Be Proac>ve Rule of Seven The Pipeline Pursuit Integrate Content Marke>ng Prospect high value prospects directly Cul>vate a Sales Culture Accountability Leverage technology
- 25. Stop Searching. Start Finding.
- 26. Stop Searching. Start Finding. HOW TO BUILD A PIPELINE PARADIGM Presented by: David Ackert Founder, Prac>ce Boomers david@prac>ceboomers.com Mark Hinkle COO, Manzama mark@manzama.com