Whenever I get into a situation where my b2b sales pipeline is getting a little slow, I know it is time to begin thinking about where are my current opportunities. As I make a list of potential targets – both current customers and targeted prospects – I’m looking for the best opportunities.
Now, best opportunities actually depends upon your current level of business.
If you have little business or are new to b2b sales, then you need a strong – qualified is best – list of potential customers to focus your efforts.
If you have a current book of business and just need a pick me up of new opportunities to fill your sales pipeline, then include current customers with expansion opportunities as well as some prospects – again, targeted and qualified prospects are much better than random list of names.
Okay, back to the topic today. Your need a structure of targeted questions for each company placed on your targeted opportunity list. And, here are the best four to use…