Creating a high-quality pipeline is worth the time, says Spark Growth Strategies. Time spent improving the quality of your leads translates into a higher win rate and more deals. This is how you do it:
- Stop pitching and start building rapport: No matter how good your product, there will always be people not buying it. Instead, collaborate with leads to solve their problems.
- Approach the process like an interview: Think of this time as exploring if you and the lead are a good fit.
- Communicate your entire process: Being transparent by including your lead in the sales process builds trust. Don't ignore the possibility of surprises by not mentioning them.