Building A Sales Pipeline

By Philippe Lavie

Inbound calls are nice. The perception is that they make the life of a sales executive easier. Interest has been expressed; the prospect must be ready to buy. Well in today’s world, the answer is not really. Inbound calls are the most competitive, time and resource consuming lead generation opportunities. So how do I get prospects that are not looking (the real market opportunities are there) for the “things” I am offering to start looking? The most effective way to build one’s pipeline is to engage in a five to seven touch-point campaign combining direct mail introduction, followed by phone calls, in a very specific sequence. The thing I don’t understand is that most sales reps know that sequence, but most sales reps will also stop doing it if they can find any excuse to use their time somewhere else. So where do we start? Download the white paper for more information.