Building a Qualified Sales Pipeline: What's Working Now

This Webcast was recorded on January 23, 2008.

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Mastering the art of finding "ready to buy" leads...

Are you generating enough leads to support your sales quota? Is your management team asking you to build your pipeline?

If you’re like most people in sales, prospecting is your least favorite activity. However, it should be obvious that finding qualified leads is the key to your sales success.

To be a top-performer you must have a consistent approach to prospecting that includes conducting research, segmentation strategies, customer-centered messaging, ways to overcoming objections and a networking strategy.

What You Will Learn:

Discover proven methods to find and develop a pipeline of qualified leads that will drive your sales, including:

  • A consistent approach to sales prospecting that will enable you to build a qualified pipeline
  • How sales research tools can streamline your prospecting efforts
  • The importance of developing an ideal customer profile and how it supports your segmentation strategy
  • The role customer-centered messaging plays in prospecting results
  • Approaches to maximizing your time using a "Qualify In vs. Qualify Out" approach
  • Tips and techniques to leverage networking activities

The discussion will be followed by a live Q&A session—where we will address specific sales challenges faced by members of the audience!

About the Presenter:

Rick WnukRick Wnuk is an experienced sales executive and founder of Sales POP! He works with his clients on the ABCs of selling: Acquiring new business, Building consistent processes and creating a culture of continuous improvement. He has 20+ years of sales experience with a background in consulting and years of experience mentoring and coaching sales personnel to success in both public and private companies.

For additional training on this topic, consider these AMA seminars:

To learn more, read these AMACOM Books:

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