Boosting Your Pipeline With Your Crm

Use your pipeline as tool for proactive selling

What you'll learn

Discuss why being in control of the sale is the key to a successful pipeline

Identify ways to capture NST in your CRM

Define the difference between reactive and proactive selling

Identify the key reasons pipeline management fails

Identify strategies to use when parked or stalled

Remove “Hopium” from your CRM pipeline

Define the TRACK system for pipeline management

Discuss ways to improve business relationships

Define the differences between coaching and managing

List helpful questions to ask when coaching

Identify helpful topics for pipeline discussions in each stage of the process

List seven statements that will ensure you are self-correcting and developing as a sales professional

Requirements

Anyone can learn this course.

Description

Learn how to be proactive in your selling instead of reactive and find a way to stay in control of the saleSales experts, authors, and professional trainers Marissa Pensa and Stacia Skinner will present a different way of going after business for both sales representatives and their managers. Do you want a tool that will help you self-correct before it's too late and your pipeline has dried up?Learn how to use your pipeline as a strategy tool to help sustain sales not only now but also in the future, and how to incorporate that strategy into your CRM. Marissa and Stacia will also introduce you to their TRACK system for pipeline management, which will help you put your time and focus on the right accounts each week. You'll even learn useful ways to coach your team to greater success using these tools!Topics covered include:Discussing why being in control of the sale is the key to a successful pipelineIdentifying ways to capture NST in your CRMDefining the difference between reactive and proactive sellingIdentifying the key reasons pipeline management failsIdentifying strategies to use when parked or stalledRemoving “Hopium” from your CRM pipelineDefining the TRACK system for pipeline managementDiscussing ways to improve business relationshipsDefining the differences between coaching and managingListing helpful questions to ask when coachingIdentifying helpful topics for pipeline discussions in each stage of the processListing seven statements that will ensure you are self-correcting and developing as a sales professionalEnjoy award winning HD content in the “Uniquely Engaging”TM Bigger Brains style! Taught by top subject matter experts, Bigger Brains courses are professionally designed around key learning objectives and include captions and transcripts in 29 languages along with downloadable handouts.

Overview

Section 1: Overview

Lecture 1 Introduction

Lecture 2 Your Pipeline in Your CRM

Lecture 3 Staying in Control of the Sales Cycle

Section 2: Pipeline Management

Lecture 4 Time and Your Pipeline

Lecture 5 Introduction to Pipeline Criteria

Lecture 6 Parked/ Stalled: What can we do?

Lecture 7 Introduction to TRACK

Lecture 8 How to Nurture Long Sales Cycles

Section 3: Guidelines

Lecture 9 Guidelines for Managers

Lecture 10 Guidelines for Sales Professionals

Sales Representatives and Managers who want to use their CRM to manage their pipeline more effectively