Building a good quality sales pipeline is as important today as it has ever been, but the way buyers make purchasing decisions has changed dramatically. The need for a prospecting and sales strategy that works for the modern buyer begs the question – how can we build sales pipeline effectively in today’s environment?
It used to be that all the power in any sales relationship was held by the seller. The seller generally only had to deal with one decision maker, the buyer, who had limited access to information, meaning they were more receptive to what the seller had to offer. Now, you don’t need us to tell you that today, everything’s changed. Cold calling and cold emailing just don’t cut it when prospecting anymore
There are 5.4 decision makers involved in the buying process on average, each of whom has an internet connection and is fully capable of researching information, educating themselves on their challenges, and finding and comparing potential suppliers.
How to Build Sales Pipeline – An E-Guide
That’s why Punch! have brought you our new e-guide – How to Build Pipeline in 2017: Sales Development.
If telemarketing and mass emails are the past, then the best way to build sales pipeline in the years to come is Sales Development; building pipeline through relevant approaches using the phone, email and social media. Whether you need to win business from the biggest targets on your list, qualify your inbound leads, or just get more prospects entering your sales pipeline, this e-guide is for you.
- How to identify the ideal clients for your business
- Who your buyer personas are
- Why BANT is no longer an effective qualification criteria
- How to enhance and enrich your data
- What a touchpoint sequence is and how to use it
- What content to provide your leads with
Click here to download How to Build Pipeline in 2017: Sales Development