From the course: Sales Pipeline Management
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Cultivate opportunities
From the course: Sales Pipeline Management
Cultivate opportunities
- We started with 1,000 leads, generated 100 prospects, and were able to qualify 25 of them into viable prospects. And now we're moving to the next stage of the pipeline, with the objective to develop them into real opportunities. Simply defined, an opportunity is when we're able to assign some potential revenue to the prospect for a sale sometime in the future. Obviously, not all prospects turn into opportunities. Some just aren't in a position to buy, while with others, you're unable to provide a product or service to solve the needs of that potential new customer. This is the stage where many novice salespeople make the most mistakes. Unfortunately, I also know of even some more seasoned professionals, who should know better, but break from their sales process because of the temptation to sell too soon. I think we all know of people who email, trying to sell something without knowing you, connect with you on LinkedIn and then a day later offer a service, or just present a product…
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