Three Sure-Fire Ways to Kill Your Pipeline - and How to Avoid Them
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CRM 360 looks at your CRM platform as the heart of your relationships with your marketplace. It can and should also look at the productivity of your sales team. See three ways you might be hurting your opportunity pipeline without even realizing it - and how to cure the problems.
Three Sure-Fire Ways to Kill Your Pipeline - and How to Avoid Them
- 2. CRM360 4-part Series brought to you by Ticomix, SugarCRM, D&B, Nurture Marketing and Bristol Strategy Group What is CRM360? Part 3: 3 Sure-Fire Ways to Kill Your Pipeline And How toAvoid Them Whats Next: 5/7 @ 10:30AM ET: Leveraging your CRM for Maximum Success
- 3. ABOUT ELLEN Expert on Sales-Force Productivity Researcher, Metrics Geek Provocateur 20 Years Carrying a Bag (and Scars to Prove It)
- 4. 3 SURE-FIRE WAYS TO KILLYOUR PIPELINE No Prospect Profiling Ineffective or Incomplete Lead Scoring Mismanaging Pipeline Data
- 5. THE LEAKYBUCKETASSESSMENT Leaking Like a Sieve Prospect Profiling Encouraged Not Documented Lead Scoring Falls to Hot Money Pipeline Targets? Huh?
- 6. LEAKYBUCKET RESULTS 700 RESPONSES Leaking Like a Sieve! Call the Help Line! Preventive Maintenance! WATERTIGHT!
- 7. HOME TRUTHSABOUT SALES-FORCEPRODUCTIVITY Sales Time Scarce and Precious One Hour Puts $1,100 - $15,000 Income at Risk How Much Is Your Team Wasting?
- 8. PIPELINE KILLER 1: BAD PROSPECT PROFILING Focused on SELLER Anyone with Address and Pulse Will Do If They Have Money, Theyre Qualified
- 9. LEAKYBUCKET SCORES ON PROSPECT PROFILING Leaking Like a Sieve: 15% Call the Help Line: 61%
- 10. THE CURE: PROSPECT PROFILING DONE RIGHT Focused on BUYER! Cousin Judy Approach Focus: Buyer Motivation, Readiness to Buy Already Looking for YOU!!!!
- 11. PIPELINE KILLER 2: LEAD SCORING Leads Not Scored or Scoring Subjective Scoring is Fact-Based; Qualitative Ignored Reps Ignore Scores
- 12. LEAKYBUCKET ON LEAD SCORING SAME STATS! Leaking Like a Sieve: 15% Call the Help Line: 61%
- 13. THE CURE: GOOD LEAD SCORING,ACCOUNTABILITY
- 14. KILLER 3: BACKWARDSPIPELINE MANAGEMENT Focus on Wrong End - Closing Activity-Defined Stages Progress is Subjective Easy to Game the System
- 15. THE CURE: BEGINNINGEND, NOT ENDINGEND
- 16. CRM 360: DRIVING IMPROVED PRODUCTIVITY Classic CRM: Expensive Rolodex, Calendar, Trailing Pipeline Mgmt CRM 360 Live: Business Intelligence, Sales-Force Productivity, Competitiveness Captures Data Supporting Analysis Evidence Drives Root-Cause Analysis Insights for Improvement Initiatives Feedback Loop for Lead Nurturing, Outreach, Market ID and Selection
- 17. ANALYTICAL INSIGHTS Distribution ofAccounts by Scorecard Rank Distribution of Opportunities by Rank, Revenue and Opportunity Stage Useful for: Root-CauseAnalysis Analyze Cycle Times Based on Data Understand, Improve Conversion Ratios
- 18. SPECIALOFFER FOR CRM 360 LIVE TOUR PARTICIPANTS Complete Your Leaky Bucket Assessment for Sales-Force Productivity Free, Private, Confidential Review by Phone Free Copy of Our E-Book The Myth-Busters Handbook: Five Myths that Slow Down Sales and How toAvoid Them