Comments on: Time to Build the Pipe. Time to Build the Pipe. Time to Build the Pipe. http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/?utm_source=rss&utm_medium=rss&utm_campaign=time-to-build-the-pipe-time-to-build-the-pipe-time-to-build Building Sales Culture Mon, 06 Feb 2012 09:25:21 -0500 hourly 1 By: The Deafening Sounds of Radio Silence! | Todd Cohen http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/comment-page-1/#comment-84 The Deafening Sounds of Radio Silence! | Todd Cohen Thu, 21 Oct 2010 23:18:41 +0000 http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/#comment-84 [...] I lie to you?Here it is…silence please…and the “secret” is…BUILD and MAINTAIN A ROBUST PIPELINE. That’s it. Not a secret at all. We all know this. Have enough to work on to insulate [...] [...] I lie to you?Here it is…silence please…and the “secret” is…BUILD and MAINTAIN A ROBUST PIPELINE. That’s it. Not a secret at all. We all know this. Have enough to work on to insulate [...]

]]> By: Todd Cohen http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/comment-page-1/#comment-83 Todd Cohen Thu, 06 Sep 2007 12:05:11 +0000 http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/#comment-83 Jacob- A few more thoughts.. Define your target market and go after it! Network like crazy. Devote some time each week to sales activity ( prospecting, sending out proposals, asking for the order etc..) -Todd Jacob-

A few more thoughts..

Define your target market and go after it!
Network like crazy.
Devote some time each week to sales activity ( prospecting, sending out proposals, asking for the order etc..)

-Todd

]]> By: Todd Cohen http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/comment-page-1/#comment-82 Todd Cohen Thu, 06 Sep 2007 12:02:18 +0000 http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/#comment-82 HI Jacob- Good to see you back on the Blog! Your question is very broad and timely and I would probably use up all of my server space giving you a complete answer! Some initial advice is to build your value proposition very carefully so you can tell people in 30 secs what you do and what value you bring. Make sure you can capture their minds and attention! Don't be afraid to start a sales campaign ( just ask great discovery questions) and ask for the order. Be confident and proud of your work and services-that comes through. Time building the pipeline? Enough so that you have at least 250% of what you need to CLOSE and BILL to make your plan. Feel free to contact me directly to dig into this one more! Good Selling! -Todd HI Jacob-

Good to see you back on the Blog! Your question is very broad and timely and I would probably use up all of my server space giving you a complete answer!

Some initial advice is to build your value proposition very carefully so you can tell people in 30 secs what you do and what value you bring. Make sure you can capture their minds and attention! Don’t be afraid to start a sales campaign ( just ask great discovery questions) and ask for the order. Be confident and proud of your work and services-that comes through.

Time building the pipeline? Enough so that you have at least 250% of what you need to CLOSE and BILL to make your plan.

Feel free to contact me directly to dig into this one more!

Good Selling!
-Todd

]]> By: Jacob Smith http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/comment-page-1/#comment-81 Jacob Smith Thu, 06 Sep 2007 00:36:08 +0000 http://www.toddcohen.com/blog/time-to-build-the-pipe-time-to-build-the-pipe-time-to-build/#comment-81 Hi Todd - it's great to hear you talking about the pipeline and leads and energy as we gear up for a big quarter. I'm a new member to the sales community (as the owner of a growing small business I'm forced to become a sales leader) what advice do you have for people who are "new" to sales? Also, if you're running a business, how much time should be focused on building up a nice comfy pipeline and how much should be deveoted to nurturing the leads you've worked hard on already? Good selling! Hi Todd – it’s great to hear you talking about the pipeline and leads and energy as we gear up for a big quarter. I’m a new member to the sales community (as the owner of a growing small business I’m forced to become a sales leader) what advice do you have for people who are “new” to sales? Also, if you’re running a business, how much time should be focused on building up a nice comfy pipeline and how much should be deveoted to nurturing the leads you’ve worked hard on already?

Good selling!

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