The Pipeline

Who this book is for

Người bán hàng ở Việt Nam, bán giải pháp cho doanh nghiệp, bán dự án, hoặc bán hàng giá trị lớn cho khách lẻ; từ người bán một mình tới trưởng nhóm vài người. Người đọc là NGƯỜI LÀM NGHỀ: họ mang chỉ tiêu, ăn lương theo kết quả, và thường không quyết được giá.

Sound familiar?

• A full pipeline and a missed quota every month.
• Moves deals to the next stage on feeling, with no evidence behind it.
• The forecast at the start of the month and the result at the end are far apart.
• Updates the system on Friday evening for form, so the data can't be used.

Each chapter answers one question

1. Chapter 1: Does a deal advance by my actions or theirs?

   My opportunity moves to the next stage once the customer has done what?

   Stages must be defined by what the customer has done, not what the salesperson has done.

2. Chapter 2: How full must my pipeline be, and who says so?

   To hit my target, how full does my pipeline need to be?

   The pipeline you need comes from close rate and sales cycle length, not from a feeling of safety.

3. Chapter 3: Is an optimistic forecast confidence or self-deception?

   How far off was last month's forecast from the result?

   An optimistic forecast ruins the whole company's plan, and the salesperson loses credibility first.

4. Chapter 4: Are my notes for my manager or for me?

   Do my notes help me reopen the conversation after three weeks?

   Notes are for your future self three weeks from now, not for submitting to your manager.

5. Chapter 5: Is a busy week a productive week?

   Last week, how many hours did I spend finding new customers?

   Next month's results are decided by how you split your hours this week.