Where’s The Pipeline?
PROBLEM: Our firm has no business development pipeline!
RESPONSE: Manage your speakers, greeters, authors, communicators, trainers, marketers, etc.
RESULT: Properly assigned, with concretely defined roles, the firm’s staff will become a kind of conveyor belt, with all their designated tasks funneling toward the actual sales moment. The pipeline thereby remains engineered to support the one final moment - the closing - that justifies its existence in the first place.
