Lecture 7 Flashcards
(3 cards)
1
Q
Making a Pipeline more valuable:
A
“Disrupt or be Disrupted” – precise market segmentation is critical, Companies “Score” customers and prospects, Focus sales reps only on top-scored opportunities, Build/Create products and services only for top-scored opportunities, Establishes “Purposeful Growth” and efficient sales efforts, Reporting on results of scoring creates organizational discipline and refines the models.
2
Q
CAPS:
A
Customer and Prospect Scoring for enhanced, more efficient sales activity.
3
Q
Quota and Pipeline Mechanics:
A
Win rate drives amount of pipeline you must maintain to deliver a quota, sales cycle time determines viability of pulling in deals to current period, sales stage determines what you can count in your forecast for the period.
