How to Use Your Sales Process as a Pipeline to Success

Selling skills will help you close deals. A selling process will help you consistently do it.  

A lot has been said about the advantage of skills over process, but a sales professional will never succeed wielding only one.

It’s easy to see why. While sweet-talking your way into people’s wallets might have worked in the past, the selling landscape has shifted so dramatically that skills such as personal charm and pitching prowess make up only a small section of today’s road map to sales success. (more…)

Using the Customer Journey to Help You Achieve Sales Success

Every business can benefit from reaching a bigger audience of potential customers. But how do you make that a reality for your business and sales team? The key is in using smart, automated campaigns throughout a customer’s buying journey. Automated, event-driven campaigns that recognize the stage your leads are in give better results than run of the mill “one message to everyone” campaigns. It is definitely worth it, so where do we start? Well, the customer journey provides a guideline for plotting a successful email marketing automation roll-out. (more…)

5 Pipeline Management Tips for Real Estate Agents

Pipeline Management for Real Estate

As a real estate agent, your job is managing a sales pipeline to close more deals. In the real estate business, each agent handles their pipeline differently. It is likely a combination of marketing, in-person meetings, property showings, placing properties into escrow, and closing on the properties.

An active pipeline is crucial toward your future success as an agent. When you master your pipeline, you’ll see at which stage any deal is, whether you have enough deals on the board to achieve your goals, and which deals need your attention now. Sales pipeline data keeps you on top of the number of potential deals you are currently working, the average size of your deals, your close ratio and the average time to close.

Read on if you’re interested in making a sales pipeline work for your real estate business. We’ve asked several successful agents how they’re managing a pipeline for maximum returns. (more…)