MANAGE AND STRATEGIZE EFFECTIVELY
In this episode of No BS Sales School, Walker McKay discusses the importance of evaluating and managing your sales pipeline effectively. He emphasizes the need to distinguish between genuine prospects and futile deals based on hope. Walker shares practical strategies such as the "eight-word email" and phone calls to determine a prospect's interest and regain control of the sales process. He advises against incessant follow-ups and highlights the significance of understanding that unforeseen circumstances may be the cause of delayed responses. By implementing these tactics, sales professionals can streamline their pipeline and focus on realistic opportunities.
NON-BS WORDS TO THE WISE
WALKER: BREAKING HEARTS TO REVEAL REALITY
“One of the first things I often have to do with clients when I take them on is break their heart. And you probably wonder what the hell I mean by that. But here's what I found that when I first start working with folks, they've got all these deals in their pipeline. Right. All these millions of things they're working on. It's great. Full pipeline. And then I go through it with them and we realize that most of what's in their pipeline is shit. And it's not going to close, right? They're trying to close it based on hope or something. And so we have to have strategies for how we figure out what's real and what's not.”
WALKER: REGAINING CONTROL THROUGH DIRECT COMMUNICATION
“Hey Susan, hadn't heard back from you. I'm assuming you guys have gone a different direction. I'm going to go ahead and close your file. Look forward to our paths crossing again soon... Don't need to be any more words than that. No more wordy. Just be direct... Here's the thing. We don't know what's happening in other people's lives.”
Where to find Walker:
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