The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

In today’s episode of The Sales Evangelist, Donald is joined by Chief Revenue Officer for Service Express, Bill Golder, to learn his strategy to build pipelines and close deals.  Many sellers struggle with building a pipeline. A fully built-out pipeline is never a done deal, meaning you constantly have to adapt to determine what works the best. There are always new problems to address, and the best companies continuously innovate to meet those needs. What are effective pipeline strategies? They focus on understanding the dynamic between early-stage and late-stage pipelines. Many sellers think about a pipeline too holistically, but segmenting the idea of the “pipeline” into different timelines can result in more opportunities. To create an accurate forecast, you have to understand how many early-stage prospects will result in a late-stage pipeline. The dynamics between an early and a late-stage conversion might look entirely different. Bill’s guide to implementing new pipeline strategies: If salespeople a