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How to Organize and Manage Your Sales Pipeline

How well do you manage your sales pipeline? Gain control of your sales figures and learn how to create and maintain a smooth, scalable process for engaging with and converting prospects.

Perhaps the most important tool in sales is the Sales Pipeline. It is there that the representative sees their progress, can predict their success or failure. The pipeline, however, is not used properly by most sales reps. They do not have a clear definition of a prospect, and as a result are off their course all the time. This topic will address these issues, and illustrate the need to manage effectively. It will not only be beneficial to the account representative but to the sales managers. With the right tools, both will learn how to communicate with each other in a positive way. The course is based on Stephan Schiffman's best-selling book: Cold Calling Techniques, That Really Work! That book has been updated seven times since its first appearance 30 years ago, and is used as a springboard for many sales organizations around the world.

Runtime: 45 minutes
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Why a Pipeline Is Important in Sales

How It Can Be Used to Predict Your Future Earnings

How to Understand the Criteria Used

What Is the Quality of a Prospect?

How Does the Pipeline Really Work?

What Should be the Definition of a Good Prospect?

What Are the Tactical Elements of the Sale?

How Long Is Your Sales Cycle?

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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on April 19, 2018.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

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MP3 Download

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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Stephan Schiffman

Stephan Schiffman

SteveSchiffman.com, Inc.

  • Leader in motivational and sales training since 1979
  • Certified management consultant, has trained and consulted to a wide range of corporations, including IBM, AT&T, Motorola, Sprint, CIGNA and a host of other organizations throughout the world
  • Trained more than 500,000 professionals in more than 9,000 companies
  • Accomplishments include the development of highly pragmatic sales training and management programs that adapt effectively into a broad range of sales environments and industries
  • Rated as the number one sales expert in prospecting by Personal Selling Power magazine
  • Wrote more than 50 best-selling sales books
  • Can be contacted at [email protected]
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 402983
Published 2018
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