Using Technology to Build a Sales Pipeline - Introduction to 4-part series

Building your revenue pipeline can be significantly enhanced with technology and defined process. In 1977 Joe Girard published a book "How to Sell Anything to Anybody" and later received recognition by Guinness Book of World Records as the Greatest Car Salesman in the World. I have read Joe's book many times, although never interested in being a car salesman, I have always been intrigued by his navigation of the business process; many of Joe's techniques and concepts are still applicable today. In one part of the book, Joe explains as others were throwing confetti at sporting events, he was throwing his business cards. In today's World, it's not as easy to "throw your business cards" to build your revenue pipeline, although, with the use of technology, you can greatly enhance your ability to attract new customers.

The addition of analytics and artificial intelligence allows sales makers to understand better customer background knowledge and requirements, enabling sales makers to align solutions and messaging better.

Many of the steps are designed to drive immediate results, although others require time to be most effective. See additional details for:

· Organization Knowledge

· Customer needs to align with your Solutions

· Messaging

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