The Sales Management. Simplified. Podcast with Mike Weinberg A Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy Pipeline
8 snips
Feb 15, 2022 This podcast discusses the importance of maintaining a healthy pipeline and consistent deal flow. It emphasizes the need to spread effort and focus across prospects and opportunities at all stages of the sales cycle. The speaker shares their experience leading a sales workshop and discusses the challenges of prioritizing prospecting amidst distractions and obstacles. They also highlight the danger of neglecting new business development efforts by focusing solely on service work and hot opportunities.
AI Snips
Chapters
Transcript
Episode notes
Cincinnati Workshop
- Mike Weinberg led an in-person sales workshop in Cincinnati during the Bengals' AFC Championship game.
- The strong positive reaction from the attendees inspired this podcast episode.
The Neglect of Prospecting
- Salespeople often prioritize servicing existing clients and closing hot deals, neglecting new business development.
- This behavior, driven by reactive mode and immediate gratification, leads to an anemic pipeline.
Prioritize New Opportunities
- Prioritize creating new opportunities, even if it feels counterintuitive.
- Dedicate a third of your selling time to prospecting new accounts, regardless of current deals.