Selling to Win

Managing your Sales Pipeline

Managing your Sales Pipeline

IMAGINE THIS SCENARIO. Half-way through the financial year, your boss asks you for an updated forecast of the year-end sales figures. You know exactly what has been booked to date, but now you have to identify what is in the pipeline to complete a projection for the next three months.

Two of your sales executives are close to finalising small deals, but they are already factored in, and you approach the third team member for news of the big account he has been working on.

Talking Price

IMAGINE IT IS two weeks before an important pitch. You are putting the finishing touches to the proposal, but something does not look right. You tell your manager that the price seems high and remind him that you missed out on a recent contract when offering a similar rate. First, there is silence, then comes the answer you did not want: "We need this fee to make the project worthwhile.”