8 Questions That Separate Prospects From Suspects
Well-managed pipelines are a salesperson’s North Star, their bread and butter. Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts.
Sales trainer Mark Hunter thinks he knows why poor prospecting. “We wind up with prospects in our pipeline that aren’t prospects,” Hunter said. “They’re merely suspects. They’re not going anywhere.”
When a pipeline is filled with leads that are not ready to buy or will never convert into customers, it’s near impossible for reps to focus their time on the right leads, Hunter says.