Скачать с ютуб Pipeline Management | Jason Bay on Aspireship Live! | SaaS Sales Trainings в хорошем качестве

Pipeline Management | Jason Bay on Aspireship Live! | SaaS Sales Trainings

"Treat prospecting like exercising. You need to do it for every hour, every day, regardless." This clip was an excerpt from, "Keeping Your Pipeline Full" --a 60 minute webinar with Jason Bay. You can watch the full video in our content library when you sign up for an Aspireship.com account. Learn more at https://www.aspireship.com VIDEO TRANSCRIPT: How do you think about pipeline management, like how would you define it and why is it important for everybody to master? I'm going to share my screen here. I think people really overcomplicate this. So let's look at this ugly pipeline that I just drew with these lines that are not very straight. I would look at the pipeline in three stages, and this is going to depend on if you are an SDR, BDR, or if you're doing full cycle sales, like we have a couple of Account Executives on there on the call today. So what I think is you have top, middle, and then bottom. Where I want to spend the most time, if I'm a full cycle sales rep, is I want to spend 50+ percent of my time on the stuff that is closest to closing. So I'm going to prioritize the majority of my time on the stuff that is closest to getting to the finish line. The mistakes that you can run into here that I oftentimes see with people, is they spend like 95% of their time here, and they're not doing this top of funnel activity, and this is where I recommend depending on how full your pipeline is, spend 10-20% of your time, which if you're working 40 hours a week, do the math, that's 48 hours per week on top of funnel activities, where you're filling the top of the pipeline, reaching out to net new accounts and prospects that are not currently in your pipeline.