Tag Archives: pipeline

How to Keep Your Pipeline Full During Your Busiest Months

By Jeff Beals

Let’s say you are having the month of your sales career.

Everything is going right and you’re incredibly busy.  In fact, there’s so much going on you have several deals that are closing all around the same time.  Everything is looking good with those deals.

You know there’s a chance one of them could fall through at the last minute, so you’re doing your darnedest to make sure nothing goes wrong.  You’re acting like a “deal shepherd” as you diligently monitor all aspects of the process and keep in constant communication with all parties involved in the transaction.

And let’s further say everything works out.  You make a ton of commission money and you couldn’t feel happier.

Congratulations.  It’s awesome when you get a month like that.

But there is a down side when you have a great month full of bottom-of-the-funnel activity: you will most likely neglect your prospecting.

I don’t necessarily blame people who find themselves in that situation.  I’ve been there myself many times.  It’s easy to put off top-of-funnel, down-the-road prospecting activity when you’re busy.  And at some level, it’s completely rational to do so.   After all, it makes sense to devote whatever time it takes to close a sale that is late in the stage and has a high likelihood of closing.  After all, you presumably had to work very hard to get the sale to that point.

So what can you do to make sure you do at least some prospecting even when you are up to your eyeballs in high-value opportunities that are just about to become done deals?  Here are a few things that can help you get the best of both worlds – your sales completed without leaving your pipeline empty:

Time Management – All professionals need to exercise good time management practices but it’s especially important for busy sales practitioners.  I have noticed that even those people who are highly successful and who happen to be going through a particularly busy time, STILL end up wasting time each day.  If you watch the little five- and 10-minute time wasters, you just might find time to work in some calls to prospects.

Teamwork – Any time you can divide the labor, you give yourself more capacity.  If it’s appropriate in your company, you might want to team up with another sales professional.  If you have access to clerical support, find good and efficient ways to use it.  I have met many a sales pro who has access to administrative support but chooses not to use it, saying something like, “Well, it’s faster if I just do it myself.”  To me, that means the sales pro hasn’t spent time training the admin how his or her sales process works.

Time Blocking – I’m a huge fan of time blocking, and it’s an important component of time management.  Time blocking means you literally block out chunks of time on your calendar before a week even begins in which you will do nothing but reach out to prospects.  It could be email.  It could be in-person visits.  It could be telephone calls.  I find that telephone calls still tend to be the best use of prospecting time.  The key to time blocking is to never cheat.  Once a time block is on your schedule, you should stick to it no matter how tempting it is to do something else during that time.

Proactive Research – It is especially important during your most busy months to do your prospect research during off hours.  Since you have so much going on when you’re about to close a bunch of deals at once, you don’t want to spend prime, daytime meeting/calling hours looking up prospects’ websites and LinkedIn profiles.  Instead, do that during weekends, late nights or early mornings.

No matter how busy we get, even during our busiest, most exciting months, we still need to find a way to reach cold prospects.  It is shocking how fast a pipeline can drain.  If you want to avoid the up-and-down, boom-bust business cycle that too many sales reps find themselves struggling with, you have to find the time, energy and enthusiasm to make one more call.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“In the three months since Jeff Beals became my sales coach, I have signed over 20 top-tier clients and have positioned myself among the top three sales producers in my company nationwide. Jeff has helped me create a beneficial success plan and ensures, through an accountability process, that I’m actively accomplishing my goals. Not only is Jeff an incredible coach, he’s a true friend, mentor and wonderful human being.” – Carter Green, Vice President of Sales & Marketing, Stratus Building Solutions, Oklahoma City, OK

(402) 637-9300

What Do Sales Reps Fear the Most?

By Jeff Beals

Which part of the sales process is most difficult for you?  Which part intimidates you?

Hubspot.com set out to determine which part of the sales process causes reps to struggle the most, and the survey results were quite interesting:

Prospecting 42%

Closing 36%

Qualifying 22%

That is the exact order I would have predicted before I even read the study.  The only thing that surprised me was that prospecting didn’t have an even higher percentage.

When speaking to sales reps, I sometimes like to conduct an unscientific survey of the audience.  With a show of hands, I ask them which part of the process is their least favorite.  “Prospecting,” usually gets 60 to 70 percent of the votes.

Why is prospecting more intimidating and less enjoyed than other parts of the sales process?

Well, to start, let’s look at the definition of prospecting:

“Prospecting is the art of interrupting someone when they don’t expect to hear from you in order to provide them with something they need that they might not yet know.”

The key word in that definition of “interrupting.”  Most people are uncomfortable interrupting someone especially when it’s a stranger who is not expecting to hear from you.

And we know that when you interrupt someone, you are risking rejection, one of humanity’s biggest phobias.  If you research, “top 10 phobias,” the fear of rejection pops up frequently.

Most people HATE being rejected.  As social beings, the avoidance of rejection is a powerful motivation.  It’s hard-wired into our DNA.  It’s a matter of survival, because people need other people to survive. That was especially important in prehistoric times when primitive humans banded together to raise food and protect themselves from external threats.  If you didn’t fit into the tribe, you were left on your own to fend off predators.

Even though we have evolved into sophisticated beings with technology at our fingertips and complicated social structures to protect us, it’s hard to shake our ancient traits.  While a fear of rejection helped us to survive 5,000 years ago, it can hinder us in today’s competitive business environment.

How can you overcome your natural predilection to avoid rejection at all costs and push forward as an effective prospector?

Envision success – Like an athlete preparing for a big game, you have a higher likelihood of succeeding if you picture yourself doing well in advance.

Keep it in perspective – It’s not the end of the world when you get rejected.  It may have meant life and death in primeval times, but in the 21st century, it’s just a speed bump.  You will live to fight another battle.

Externalize it – For most of us, it’s normal to take rejection personally, which means we internalize it.  Try to see the rejection as something outside of you, external to your life and your personality.  A sales rejection is NOT an indictment of your personality.

No self-fulfilling prophecies – Avoid a defeatist attitude.  To avoid being disappointed, some sales practitioners start to assume the prospect won’t pan out before even contacting him.  That can lead to a self-fulfilling prophecy, meaning you’ve lost before you even begin.

Build a big list – Make sure you have a large number of leads in your pipeline, so you’re not too dependent on any one lead or prospect.  Rejection hurts more when you don’t have any other prospects to take the rejector’s place.  Plus, too few leads make you desperate.

The right kind of leads – Study who you have been targeting in the past.  Is it really the right group of people?  Should you be targeting a different prospect profile?

Have a plan – Those sales reps who have a well-developed personal plan for prospecting tend to fear rejection less.  A good plan means you have a dedicated prospecting time and a step-by-step system you follow when engaging new cold prospects.

Persistence – Because most prospects are so busy, it is now taking about 9 attempts to get a cold prospect to return your call or email.  However, most sales reps give up after 2.5 attempts.  If you give up too soon, your pipeline will be too skinny, which makes you too dependent on too few leads.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300