Improve your sales pipeline

What can your salespeople do to increase your pipeline with qualified leads? The simple answer is to spend more time:

  • networking with friends, colleagues and acquaintances
  • attending industry/trade meetings and walking the floor
  • securing speaking engagements at local and regional associations or interest groups
  • cold and warm telephone prospecting
  • direct mail/email/fax prospecting followed up with direct telephone calls.

The most effective way to build one’s pipeline is to engage in a multitouchpoint campaign combining direct mail introduction and phone calls.

Why a multi-touch-point campaign?

Under what circumstances will prospects accept a telephone call from a salesperson? There has been much research on the subject. The results from one recent survey are shown below.

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