Sales Pipelines And Why The Systems Work + Business Coach

Top Business Coach Teaches Why Strong Systems Will Improve The Outcome

An experienced business coach will teach about sales pipelines.

Business Coach Booming Business Foundational Principle #1 – Setting Up the Sales Machine

In order for a business to grow at a scale that outpaces the owner’s individual ability to prospect and personally close deals, the business must develop a system to find an ongoing supply of sales leads that it is then able to convert into paying customers. Just last week, I was sitting down with a business owner who was explaining to me in great detail his personal, incredible ability to both drum up sales leads and close deals. The problem is that he is celebrating the very activity that has him trapped inside his business. You must develop the processes, systems, guardrails, and put in place a team capable of generating more deals and leads than you could ever personally produce if you want to create the time and financial freedom many entrepreneurs seek. You will never build a sales system capable of working without you if you are not intentional about it.

“An empowered organisation is one in which individuals have the knowledge, skill, desire, and opportunity to personally succeed in a way that leads to collective organisational success.” -Stephen Covey (Bestselling author of The 7 Habits of Highly Effective People)

Business Coach Shares A Mystic Statistic:

“Today’s small business owner works an average of 52 hours per week, with fifty-seven percent working at least six days a week, and more than twenty percent working all seven.”

Business Coach Shares The Sales Pipeline Problems Checklist

In order to help you identify the biggest limiting factors related to your sales pipeline, I want you to take a moment to honestly and candidly rate your business on the following areas on a scale of 1 to 10 with 10 being the highest.

  • ____Ability to consistently produce a steady volume of leads (as opposed to having a ton of leads one month and then zero leads the next month)
  • ____Step-by-step lead management and organization system your company uses
  • ____Follow-up system to consistently follow-up with all inbound generated leads
  • ____Follow-up system to consistently follow-up with all outbound generated leads
  • ____Internal lead scoring and rating system to identify which leads are the most important and mostly likely deals to close and which leads are the least important and least likely to close
  • ____Inquiry source and lead-generation track efforts to determine which lead sources are the most effective
  • ____Lead generation system to produce a consistent number of leads each month at a predictable cost per acquisition/per lead
  • ____Scalable lead generation processes to generate leads that are not dependent upon the super talents of one team member
  • ____Current cost paid per lead
  • ____Quality of the inbound leads your team receives
  • ____Company’s ability to generate leads via search engine optimization
  • ____Company’s ability to generate leads from social media
  • ____Company’s ability to generate leads via online retargeted advertising
  • ____Company’s ability to generate quality leads from e-mail marketing
  • ____Company’s ability to generate quality leads from cold-call and call center-based marketing
  • ____Company’s ability to generate quality leads from tradeshows
  • ____Company’s ability to generate quality leads via print media
  • ____Company’s ability to generate quality leads via public relations
  • ____Company’s ability to generate quality leads from walk-in traffic
  • ____Company’s ability to generate quality leads from sign-flipper generated walk-in traffic
  • ____Company’s ability to generate leads via referrals from your current customers
  • ____Company’s ability to generate leads from networking
  • ____Company’s ability to formulate quality lead generating ideas and actually execute them
  • ____Company’s ability to generate quality leads via the mailing of individual print pieces to your ideal and likely buyers
  • ____Company’s ability to generate quality leads via television advertising
  • ____Company’s ability to generate quality leads via radio advertising
  • ____Company’s ability to generate quality leads via online radio (Pandora, IHeartRadio, etc.)
  • ____Company’s ability to generate quality leads via guest podcast appearances (members of your team being featured as guests on successful podcasts such as www.EOFire.com, www.FourHourWorkWeek.com, www.StuffYouShouldKnow.com/Podcasts, etc.)
  • ____Company’s ability to generate quality leads via ad spots on podcasts enjoyed and listened to by your ideal and likely buyers
  • ____Company’s ability to generate quality leads via guest blog appearances (members of your team being featured as guests on successful blogs such as www.HuffingtonPost.com, www.LifeHacker.com, www.TechCrunch.com, etc.)
  • ____Company’s ability to generate leads via mass mailers where multiple coupons and print pieces are packaged in one envelope such as Valpak or RSVP
  • ____Company’s ability to produce leads from executing an effective face-to-face representative-based marketing game plan (example: pharmaceutical sales representatives generating referrals from doctors)
  • ____Company’s ability to generate sales outside of the individual talents of one team member (Example: Think about the devastating impact Justin Timberlake’s departure from N’ Sync had on the group.)

Business Coach Fun Fact:

With Justin Timberlake acting as the group’s lead singer the boy band’s (N’ Sync) first three albums sold over 30 million copies. After leaving N’ Sync, Timberlake’s album “The 20/20 Experience” was the biggest selling album of 2013 according to Billboard, with a total of 2.43 million copies sold. The rest of the group since Justin’s departure…not so much.

Take a moment to look at how you honestly rated your company’s ability to generate quality leads using the lead producing activities listed above. In order to build a consistently successful and stable business, you must find three affordable ways to produce leads on an on-going basis. Why three? For the same reason that you don’t want to sit on a bar stool that has only one stable leg; you do not want to create a business model that generates leads using only one viable and consistently successful avenue of generating business. Look at the list again and circle the marketing avenues you feel would best resonate with your ideal and likely buyers.

“No other trade or profession has more opportunity for one to rise from poverty to great wealth than that of salesman.” -Og Mandino (Bestselling author of The Greatest Salesman in the World)

Now that you have identified which marketing avenues you believe would best resonate with your ideal and likely buyers, you must commit to creating and mastering a step-by-step system that an honest and diligent person with very little or no experience could implement with 10 hours or less of training. If your system is too complex for you to train the members of your team in a step-by-step and linear fashion, your system is not good enough and must be reworked until it scales (works without you). To make your life 2% easier, we have created the following list of Thrive15.com trainings, taught by an elite business coach, that will teach you how to massively succeed in each marketing avenue you choose.

December 11th, 2017

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