Have You Got Your Sales Pipeline Boiling Yet?

There is a wise old saying that tells us “A Watched Kettle Never Boils“.

I reckon if you watch a plugged-in, switched on kettle long enough and it doesn’t boil, your kettle is probably broken.

The phrase originated before electricity of course, but it was still nonsense back then.

If your kettle wasn’t boiling, your fire clearly wasn’t burning hot enough or the kettle was too far away from the heat.

Watching it neither warmed it up nor cooled it down.

Here are a few pieces of modern ‘sales wisdom’ doing the rounds – you may have heard a few recently yourself;

Boiling Sales Pipeline

There’s no business out there

Nobody’s buying

These days, you just can’t get through to the decision maker

Customers never return our calls

No one is attracting prospects like they used to

It’s not about value; it’s all down to price.”

“It’s the wrong time of year.”

If you hear these lines – or spout any of them yourself – take two minutes to answer these next 3 questions and where appropriate, pose them to your team;

  • Something needs correcting to improve the quality of our pipeline, what is it?

  • If we really want to get things on the boil, how can we get closer to the heat?

  • All checked, all working fine – what do we do next to stoke the fire to burn even more fiercely?

I challenge you to answer those three questions with solutions that you can implement immediately and without blaming the marketing department even once.


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