 |
Why We Do What We Do -
Pipeline
Management |
Sales is a numbers game. Studies show that you
must pursue roughly one hundred prospects to secure just one
new customer. A healthy new customer pipeline means you should
be regularly communicating to hundreds of prospects at any one
time. Gateway provides clients with the experience, processes,
and resources to dramatically increase the number of prospects
they can pursue.
Sales is a numbers game... A company needs a multitude of
Prospects to maintain a full pipeline.
- Sales cycles can be long. Maintaining top of mind
awareness requires a constant presence with prospects.
- Time is money. Expensive Sales or Senior Management
resources should be closing business deals, not cold-calling
& prospecting.
- Key decision makers are sometimes unknown. Targets
may not be a good fit or may be unqualified.
- Many sales pitches are not relevant, compelling, or
differentiated.
- Potential prospects are not developed over time, often
abandoned after an initial sales effort.
- Gaps often exist between marketing (long term, business
development) and sales efforts (short term, 30 day sales
goals), leaving potential customers untapped.
|
