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Getting Your Head around Pipeline Management

Getting Your Head around Pipeline Management

Critical Thinking

To think critically about your pipeline and developments with your prospects, you must realize potential assumptions, examine your reasoning, and reach a thoughtful decision or conclusion.
  • Be aware of the assumptions you are making. Ask yourself what is fact versus opinion, and be open to the idea that your beliefs may not be accurate. Get input from others – especially those with different viewpoints – to help clarify whether your assumptions are valid.
  • Examine your reasoning. Consider whether you're allowing yourself to be persuaded or letting your emotions interfere with your thinking. It's not unusual to want or fear something and allow these events to affect your reasoning – not always in a positive way.
  • Reach logical decisions and conclusions. Use data, logic, and input from others to make a judgment or determine a cause of action. Continue to seek the perspectives of others who will challenge you or validate your thinking.
Assertiveness

Assertive behavior is based on thoughtful, accurate information. If you have a solution you know will benefit a prospect or have calculated the associated value – speak up with confidence and clarity. This doesn't mean dominating or diminishing others. Assertiveness demonstrates respect, both for you and others, and works to directly express your valuable perspective. You may be surprised at the response you get from your assertive behavior. Many customers admit they often need a "push" to help them take action.


Overview/Description
Staying on top of prospects in your pipeline helps you to keep business moving appropriately and alerts you to small issues before they turn into big problems. This Business Impact Series product follows a sales professional as he utilizes critical thinking skills to manage a closing issue with a prospect in his pipeline.
Target Audience
Experienced sales professionals who wish to improve their ability to manage their pipelines effectively
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