Mike Hopkins’ Post

If your pipeline generation is experiencing a lull, don’t get overwhelmed with the task of reviving it, my friend. May I suggest, instead, a stress-free "3-2-1 relaunch." You can always tweak it once you get deals flowing again. 10-9-8-7-6-5-4- 3: Simplify your pitch; focus it on only three scenarios: what to say when they say hello, ask any question, or offer any objection. 2: Keep a clean call list (30 names is more than enough), and call through the front desk during golden hours. 1: Remember to purposefully put down your sales instincts during the prospecting phase. Learn to prospect, not sell, on these calls. Lift off! I’m cheering for you, my friend. You’ve got this!

25% or more of your prospects will never buy. You can solve their problems, meet their budget, and have good rapport, you have 0% chance of closing. Your job is to identify them quickly and move on. If you aren’t disqualifying 30%-40% of your prospects after the 2nd phone call , you are wasting too much time on leads that will never convert.

Stop Wasting time on unqualified prospects. Most account executives struggle with long lead times—up to 12 weeks just to open a door! Focus on referrals, former customers, and new decision-makers as signals to streamline your prospecting and drastically cut down on time to engagement. Learn more about account-based selling at pipelinesignals.com. ✔️

When you qualify prospects properly, closing becomes much easier. Does your team keep unqualified prospects in the pipeline? Watch this video to learn more: https://hubs.li/Q02RNQz50 #TampaBay #ProfessionalDevelopment #SalesQualification #SandlerTraining

We can't wait endlessly for prospects to reach back out and unclog our pipeline. Sometimes it's on us to pick the conversation back up. I get the fear of becoming "annoying." But, as this article points out, if you've effectively communicated how you can help. A prospect shouldn't chafe at you trying to establish next steps. #salestips #salespipeline #slowpipeline

20 Connects A Day. No less then that You need to be reaching out to at least 20 prospects per day No matter what the case is This gets you the opportunities you need to grow your pipeline. 20. 20. 20. Whether it is email, calls or in person interactions. 20 is the magic number

Santa looking at your prospect list… Because none of the prospects was really qualified in the first place. ---- We’ve all been there: Spending hours chasing leads that would never convert. The problem? A bloated prospect list with zero focus on quality. Here’s the hard truth: ❌ Quantity isn’t the same as pipeline health. ❌ Unqualified leads waste your team’s time and energy. ❌ A cluttered list makes it harder to prioritize real opportunities. The solution? Ruthless qualification.

Discovery calls are crucial for connecting with prospects and identifying their challenges. A successful call can lead to a qualified lead, while a poorly executed one can derail a deal entirely. No pressure, right? The good news is that with the right preparation and strategic discovery questions, sales calls can be a difference-maker in deals. In this post, discover: - What sales discovery calls entail - Why they matter for closing deals - 15 essential questions to ask - Best practices for making calls more effective Read the full post: https://lnkd.in/eAZRYTyt

Poorly managed handoffs can kill deals. Insource Leads ensures seamless transitions between your team and prospects, driving better outcomes. #InsourceLeads #SalesHandoffs #PipelineSuccess #LiveIntroduction

Numbers look good on paper, don't they? 100 leads here, 200 opportunities there. But let's be honest - when was the last time you really looked at those leads? Not just the numbers, but the actual prospects. Their engagement. Their last meaningful interaction. The truth? Most of those "opportunities" haven't responded in months. They're just sitting there, clogging up your pipeline, making your forecasts look good. But false hope doesn't close deals. And inflated pipelines don't hit revenue targets. Maybe it's time for a reality check. Because a clean pipeline with real opportunities beats a bloated one with dead leads every time. Want to know what your pipeline really looks like?