The analysts are, in increasing numbers, starting to tout the end of the recession, but for most of us, it still seems quite slow out there. Even if you're the most talented salesperson, you probably have noticed that an annoying number of your prospects are stuck in your pipeline. OK, it's not the most polite way to phrase this, but you could be suffering from a case of "sales constipation." No, a swig of Milk of Magnesia isn't going to do the job here, but there are strategies to get you moving along again. Here's how:
Keep filling and replenishing your pipeline.
You want to make sure that your pipeline is continuously being added to and bumped up with qualified prospects. By always having individuals at different stages of the sales process, you'll consistently have some that are coming through as new business.
Stay on their grid.
The sales cycle has become much longer for almost everyone. It can be easy to drop off a prospect's radar if you're not diligent about your touch-point management. Fine-tune a program that utilizes phone, e-mail, snail mail, as well as the three I's?invitations, introductions and information.
