Ideal Qualified Leads
Posted: Wed Jan 29, 2025 5:28 am
Just sit in on a pipeline review for ten minutes and you’ll hear salespeople use all sorts of excuses to justify deals that will never close. That’s why most sales pipelines are little more than pipe dreams and sales teams consistently fall short of expectations.
But in most cases, the culprit is simple: an empty pipe.
When salespeople are constantly prospecting and keeping their pipeline open, they become more aware of reality. They quickly conduct reality tests when opportunities are not progressing and pass on opportunities if they do not meet their win probability criteria.
In other words, a complete pipeline leads to clear judgment.
On the other hand, salespeople with empty pipelines fall into despair. They are plagued by confirmation bias. They hold on to bad deals and waste a lot of time on opportunities that never close.
So the easiest way to get good at reality testing your namibia telegram data pipeline opportunities is to start prospecting and keep your pipeline open.
Focus on winnable deals
It may be obvious, but if you want to sell more, spend the time and resources to close the deal. Desperate sales reps often ignore the odds and scratch off the lottery tickets.
Effective sales professionals continually reality-test each deal to gauge the probability of success.
When WP falls below a comfortable threshold, they abandon it and focus their time and energy on deals that are likely to win.
Reality Check Start by identifying your ideal qualified prospect.
An ideal qualified lead is one who is a great fit for your company’s products or services; and who is also likely to make a purchase.
But in most cases, the culprit is simple: an empty pipe.
When salespeople are constantly prospecting and keeping their pipeline open, they become more aware of reality. They quickly conduct reality tests when opportunities are not progressing and pass on opportunities if they do not meet their win probability criteria.
In other words, a complete pipeline leads to clear judgment.
On the other hand, salespeople with empty pipelines fall into despair. They are plagued by confirmation bias. They hold on to bad deals and waste a lot of time on opportunities that never close.
So the easiest way to get good at reality testing your namibia telegram data pipeline opportunities is to start prospecting and keep your pipeline open.
Focus on winnable deals
It may be obvious, but if you want to sell more, spend the time and resources to close the deal. Desperate sales reps often ignore the odds and scratch off the lottery tickets.
Effective sales professionals continually reality-test each deal to gauge the probability of success.
When WP falls below a comfortable threshold, they abandon it and focus their time and energy on deals that are likely to win.
Reality Check Start by identifying your ideal qualified prospect.
An ideal qualified lead is one who is a great fit for your company’s products or services; and who is also likely to make a purchase.