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Monthly Pipeline Review Meeting Pipeline reviews becoming increasingly unproductive?
8

Pipeline Review Meetings: increasingly unproductive?

Feb 13, 2017

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Page 1: Pipeline Review Meetings: increasingly unproductive?

Monthly Pipeline Review

Meeting

Pipeline reviews becoming increasingly

unproductive?

Page 2: Pipeline Review Meetings: increasingly unproductive?

Pipeline reviews becoming increasingly unproductive?

Sales consistently over-rating opportunity value, creates a strong

focus on ‘validating’ opportunity status, instead of a focus on next steps?

Page 3: Pipeline Review Meetings: increasingly unproductive?

Sales consistently over-rating opportunity value, creates a strong

focus on ‘validating’ opportunity status, instead of a focus on next steps?

Continuous lack of confidence on forecasts?

Low closure predictability?

Pipeline reviews becoming increasingly unproductive?

Page 4: Pipeline Review Meetings: increasingly unproductive?

Sales consistently over-rating opportunity value, creates a strong

focus on ‘validating’ opportunity status, instead of a focus on next steps?

Continuous lack of confidence on forecasts?

Low closure predictability?

Unable to create an effective standard, with verifiable information

and events, for sales to follow?

Pipeline reviews becoming increasingly unproductive?

Page 5: Pipeline Review Meetings: increasingly unproductive?

Lack of understanding of what the customer is thinking,

making you undecided on how much pre-sales ‘proof of concept’

resources to spend?

Sales consistently over-rating opportunity value, creates a strong

focus on ‘validating’ opportunity status, instead of a focus on next steps?

Continuous lack of confidence on forecasts?

Low closure predictability?

Unable to create an effective standard, with verifiable information

and events, for sales to follow?

Pipeline reviews becoming increasingly unproductive?

Page 6: Pipeline Review Meetings: increasingly unproductive?

Too administrative and lack thoughtful discussions? Discussion much too often

focused on qualification? Inputs frustratingly vague to plan

organisational resources?

Lack of understanding of what the customer is thinking,

making you undecided on how much pre-sales ‘proof of concept’

resources to spend?

Sales consistently over-rating opportunity value, creates a strong

focus on ‘validating’ opportunity status, instead of a focus on next steps?

Continuous lack of confidence on forecasts?

Low closure predictability?

Unable to create an effective standard, with verifiable information

and events, for sales to follow?

Pipeline reviews becoming increasingly unproductive?

Page 7: Pipeline Review Meetings: increasingly unproductive?

• Solution Selling 2.0® is a consultative, client-focused, value selling programme that provides a strong understanding of: – How buyers buy and how sellers should align – How to prepare for and engage each buyer/ influencer effectively – How to approach diagnostic conversations and nudge out

competitors – How to gain access to decision makers, and keep them engaged – How to prepare for negotiations such that margins remain protected

• The skill development is approached keeping adult learning principles in mind with hands-on exercises and role plays. Participants also have access to online learning before and after the workshop.

• Solution Selling 2.0® suite of training and consultancy services, equips sales professionals with the skills required to produce consistent sales performance.

Page 8: Pipeline Review Meetings: increasingly unproductive?

Contact us today to know how we empower your teams to sell more by:

- Enhancing all aspects of sales, selling skills- Enhancing organisational capabilities through best-

practice processes- Implementing technology driven solutions for better

predictability, forecast, pipeline management, coaching

Shipley Limited is an Authorised Solution Selling 2.0® Provider

[email protected]