Pipeline Management

Overview

This workshop helps Executives learn the basic principles that are key to pipeline Management. There is always a time lag between carrying out business development activity and generating income. Business development activities can be managed and monitored. The pipeline of any company must be continually fed to avoid peaks and troughs in its performance. Ultimately, income is an outcome of effective pipeline activity.

HOW will you benefit

  • It helps professionals learn to take a project management
    approach to business development.
  • Learn about the whole customer life cycle from being a Suspect to a Client.
  • Professionals relate well to this approach as it provides a
    disciplined focus on the activities required for successful
    business generation.

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WHO should enroll

Executives who manage a portfolio of Clients.

WHAT you will learn

The Sales Pipeline:

  • Introduce and refresh the concept of Pipeline Management.

Prospecting for Clients:

  • Revisit the complete sales cycle of prospecting Clients.

Promoting Your Products & Services:

  • The role of promotion in the sales cycle.

Securing Appointments:

  • Direct or indirect appointments dos and dont’s.

Qualifying Opportunities:

  • Define and agree on the qualification criteria for opportunities.

Managing the Sales Process:

  • Results are depended on the process the Executives follow for follow up.

Sales Meetings:

  • How to conduct effective Sales meetings

Client Protections:

  • 80% of your revenues comes from 20% of your customers. We need to learn to protect them by creating a brick wall.

Pruning Unwanted Clients:

  • Some customers are like weeds that need to be dropped.

What our Delegates Say

Meet Your Instructors

Our International Instructors have extensive EXPERIENCE & EDUCATION in their areas of EXPERTISE, which also makes them Inspirational Role Models for those who learn from them.

SECURE your seat or REQUEST a proposal!

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