Every sales cycle begins with identifying potential buyers and moving these prospects through a sales funnel. Too often, however, the strategy for reaching a targeted list of new potential buyers lacks the backing of any quantitative data. How to reach new prospects and move them towards an opportunity stage is often based on predictive analysis over empirical data. This leaves the crucial part of building a company’s pipeline to be based on nothing but estimated guesses and comparison industry averages. You can stop guessing how you will reach your revenue target! Answering the four questions below and using “The Math of Sales” formula will help you build a quantitative-based strategy to prospecting and building your pipeline.
- How many activities does it take to make a connection?
- How many activities you can accomplish in one day?
- How many sales reps do you have to accomplish the activities needed to connect to your prospects?
- What is the size of your target market or the list you are trying to reach?
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