IDA Prospecting Strategies & Pipeline Management (Melbourne, February 21)

Sales Managers are responsible for creating and maintaining a healthy sales team pipeline. This is where the Sales Manager lives.

Our sales people need high support as they are increasingly competing in a homogenised market. Great Sales Managers challenge and support their Sales Professionals to ensure they have an effective prospecting strategy to create new opportunities, and that they have a proven approach to ensure these opportunities progress through the pipeline.

This workshop provides tools and practices to assist their team create new opportunities and manage pipeline risk. During the day, Sales Managers will apply these ideas to their current team prospecting strategies and pipeline, so they leave with ideas they can immediately implement.

Workshop Outcomes

You will learn how to assist your sales team to :

• Strengthen networks
• Create an effective prospecting strategy
• Target the right opportunities
• Design and implement a referral strategy

You will strengthen your ability to conduct Pipeline Reviews by learning how to:

• Assess pipeline (quantity, quality, mix, velocity, ratio, distribution)
• Identify health risks in their pipeline
• Challenge your team to remove unwinnable opportunities to focus on quality
• Create a Pipeline Playbook

Participants will leave the workshop with new practices and templates to help their team create effective prospecting strategies and a more effective approach to conduct pipeline reviews.

Facilitator : Mark Edwards