Building a robust sales pipeline can feel like an uphill battle, but it’s nothing you can’t overcome with the right tactics and a little bit of elbow grease. Here’s a breakdown of eight actionable tactics you do each week to help you drive engagement, nurture prospects, and close more deals – without breaking the bank.
1. Host a Weekly Webinar
Webinars are a fantastic way to showcase your product or service. You can position it as a straightforward demo or frame it around solving a specific business problem. Once the webinar is live, promote it on your website, across your social channels, and through an email blast. The real value comes after the event: record the session, post it on YouTube, and trim it down to create bite-sized shorts. Remember, YouTube is one of the largest search engines in the world, especially for “how-to” content. While the initial registrations are great, the real asset is the content you can repurpose and use in future prospecting efforts.
2. Target High-Fit Accounts with Personalized Outreach
Start by researching 20 high-potential accounts that align with your product or service. Engage them with a high-touch, multi-channel sequence. Email is still effective, but it must be relevant and personalized. To enhance your chances, follow up your emails with a phone call and a LinkedIn touchpoint. This layered approach increases the likelihood of grabbing their attention and moving them down the funnel. Set weekly goals to research and hit even more targeted accounts.
3. Connect with Two Customers Weekly
Your current customers are a goldmine of insights and opportunities. Make it a goal to talk to at least two customers every week. Check in with them to see how things are going and what challenges they’re facing. Before you make the call, do a little research on their network. If you spot someone they know who could be a valuable contact, don’t hesitate to ask for a referral.
4. Revisit Lost Deals
Your CRM is likely filled with lost deals that might still be ripe for re-engagement. Take the time to go through these old leads and try to reconnect. Situations change, and what wasn’t a good fit a few months ago might be a perfect match now. This kind of follow-up can uncover opportunities that many overlook.
5. Partner with Non-Competitive Vendors
Networking with non-competitive vendors who serve the same market can be mutually beneficial. Reach out to at least two other vendors in your industry to trade insights and explore potential partnerships or referral opportunities. Sometimes, the best deals come from unexpected collaborations.
6. Invite Prospects for Casual Meetings
In the age of digital communication, a face-to-face meeting can make a lasting impression. Identify some local prospects who would be a great fit and invite them out for coffee or a drink. This informal setting can foster genuine conversations that lead to meaningful business relationships.
7. Create and Engage with Content
Consistent content creation is key to building your brand and establishing thought leadership. Write posts that address common challenges your prospects face and share them across your social channels. But don’t stop there—engage with others by leaving thoughtful comments on their posts. This interaction not only increases your visibility but also helps build relationships in your industry.
8. Expand Your Network
Growing your network is a long-term investment that pays off in numerous ways. Every week, make it a point to invite 10 new prospects to connect on LinkedIn. Avoid the temptation to pitch immediately—focus on building genuine connections. Over time, these connections can turn into valuable leads.
Implementing these tactics requires consistency and hardwork, but the payoff can be significant. Whether you’re nurturing existing relationships or forging new ones, these tactics can help you build a robust and sustainable sales pipeline. Start with one or two and gradually incorporate the others as you go. Before you know it, you’ll see a positive shift in your sales velocity.
More free resources:
Looking for more free tools to help you decide the next steps to take for your business? Then check out:
- ROI Calculator: Don’t you have better things to spend $$$ on than internal tools? How much could you save with improved revenue operations? Crunch some numbers with our ROI calculator.
- Sales Velocity Calculator: Do you have the sales velocity to hit your targets? Use our quick calculator to find out how you are doing on three key metrics
- BizOps Self Assessment Tool: Download this Self Assessment worksheet to help identify areas in the business that could be improved. (Don’t worry, you can take it without filling out any forms).
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