The best practices for keeping a robust and active sales funnel have been discussed by every sales leader from Dale Carnegie to Zig Ziglar. Many of these techniques look great on paper, but what really works in a real-world sales environment, given the market realities of your business?
1. NSP – Never Stop Prospecting
Productivity is an important measurement in sales, and the more activity you have, the fuller your funnel will be.
Never leave your desk without finding one qualified lead.
2. KTRH – Kill the Red Herring
Flailing away at non-qualified leads, keeping leads in your pipeline too long as a way to disguise the fact that you aren’t prospecting enough – we’ve all done it.
Don’t hang on too long to a lead that you know will not produce a sale. The honest analysis will disqualify the lead, allowing you to replace it with a more qualified opportunity.
