On this insightful episode of Two Tall Guys Talking Sales, co-hosts Kevin Lawson and Sean O’Shaughnessey dive into a crucial aspect of successful sales: managing and organizing a sales pipeline.
- The Pipeline Mess: Sales pipelines, just like a room full of kids’ sports gear, can often become chaotic. Sean and Kevin discuss the importance of maintaining a clear and clean pipeline for better sales results.
- Salespeople vs. Customers: Sean brings attention to an essential difference between a prospect exploring an idea and a prospect making a purchase. Just because a customer is talking to a salesperson doesn’t mean they’re buying.
- Clarifying Sales Terminology: Kevin emphasizes the importance of using correct terminology. He defines a lead as a piece of data and a prospect as someone engaged in an active sales discussion. Establishing this common language helps untangle potential confusion in the pipeline.
- Understanding the Buying Process: Sean explains the importance of knowing where you stand with the customer. He suggests asking, “Does the prospect know they’re buying something?” If the answer is no, it may still be early in the buying process.
- Economic Buyer and Decision-making: Both Sean and Kevin delve into the role of the Economic Buyer, who can control a budget and make purchasing decisions. They illustrate how understanding the different roles within the buying process can optimize the sales strategy.
- Goals vs. Pain: Sean warns against focusing solely on pain points and emphasizes that it’s essential to consider the customer’s goals. The failure to achieve a goal can often be a bigger pain point and, therefore, a more significant motivator to make a purchase.
Listen to the episode to get actionable advice on managing your sales pipeline effectively. Ideal for sales leaders, business owners, and salespersons, this episode is packed with insights, real-life experiences, and strategies to boost your sales results. If you’re looking to tidy up your pipeline and refine your sales strategies, this episode is a must-listen.