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Is Your Pipeline Half Empty or Half Full with Joe Micallef #386

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Is Your Pipeline Half Empty or Half Full with Joe Micallef #386

Now that it’s just turned midyear, how are you feeling about your pipeline? Is it half full or instead half empty? Our guest Joe Micallef, walks us through the 5 R’s for a comprehensive mid-year pipeline review, ways to qualify prospects with  his IDEA process and how he uses the Triple C’s to update a sales script.  It’s time to focus on the real deals.

The 5 R’s For Your Pipeline

      • Review Your Pipeline: Use Idea to see if these deals are the real deal
        • Intention to Buy, do they act like they are going to buy? Or just shoppers?
        • Decision Make Process: Do you know what it is and how they make buying decisions.
        • Expectations of You: Are they waiting for information from you? Do you have what they want?
        • Access: Are they giving you access to their time, information and people?
      • Reengage Contacts: Reach out to everyone you’ve been talking to this year and make a decision quick whether or not to keep working them.
      • Research Targets: Both new prospects AND the industry. What’s new?
      • Refine Scripts: Use the Triple C’s
        • Concerns: What are their fears, hopes and desires?
        • Crimes: Where are they failing?
        • Crisis: what’s going on in the industry?
      • Request Referrals: Get past the discomfort and ask clients who you’ve made a positive difference for help. Have an optimistic mindset. They will help you!

Take Action

Now is the time to audit your pipeline. Don’t put it off.

How To Find Joe Micallef

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Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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