S2:E3 – Your Funnel and Pipeline
In Series 2:Episode 3, Territory Planning, Bobby and Brian ask for a little help if you are getting value out of the Podcast!
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Here are the show notes:
- Bobby and Brian answer your questions this week… Submit your questions on Facebook, Twitter or directly to info@techsalesshow.com.
- What questions do you ask when you are trying to understand a customer/prospects buying process?
- For large projects, walk through the process as you’ve seen with previous customers. It takes a bit of the stigma out of the way.
- Use this as an opportunity for a reverse timeline! From a deployed, successful project, all the way to the next meeting.
- What advice do you have for me if I have a large deal (5000 seats) and a different division at the same company has another small opp (500 seats)?
- B&B discuss a number of scenarios to balance the risk and complexity of running multiple deals with a prospect.
- Please continue to send in your questions! (info@techsalesshow.com)
- What questions do you ask when you are trying to understand a customer/prospects buying process?
- Brian shares the ingredients of his territory plan and what’s in his living document.
- Get out of PowerPoint and into a living document such as Google Sheets or Excel.
- Download an example copy (with the Pipeline Workbook) at techsalesshow.com/tools!
- Brian and Bobby share how they use 4 broad categories they break their customers into.
- This is your business! Don’t build this for anyone other than yourself, this isn’t a “management requirement” – it’s an efficiency play and a way to run your business.
- Bobby shares his concept of a magic quadrant for customers and prospects.
- One more call out to Tim Ferriss and The 4-Hour Workweek
- Bobby reminds everyone to use his Call 10 tip! Check it out here: http://techsalesshow.com/call10/
- Brian reminds everyone that perennial sellers aren’t lucky and calls out our first interview guest – Nadene Cherry. Listen to her interview here.
- Bobby talks about blue chips and how he uses that philosophy to focus on the best priorities throughout his week, month year! Make your narrow targets the BLUE CHIPS!
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In this first series, we are aiming to help current and future tech sellers improve their territory plan. You will hear us often say Average Sucks, Average is the Enemy and Don’t Be Average! Our goal is to help you be far better than average, actually, our goal is to make your territory planning IMPECCABLE! We will release an episode per week for this series…
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