This episode is all about building rapid pipeline growth, a challenge facing many salespeople today. My guest, Chris Bennett shared his strategies for building the sales pipeline that delivers sales results.
We talked about:
Why so many salespeople struggle to build the proper sized sales pipeline/ funnel.
The one type of question that is designed to fuel the funnel with the right kinds of sales opportunities.
The characteristics of a good challenge question that you need to be asking.
Chris shares examples of what a good challenge question sounds like.
Through his examples, Chris reveals that it is relatively easy to ask the right kind of question and yet, he talked about why more reps don't do it.
You'll learn what happens when salespeople are trained to use these questions properly. And Chris shared examples of actual sales results.
Finally, we discussed what sales managers can do to support their salespeople in this process.
Enjoy the interview!
Chris Bennett heads up Chris Bennett Sales Training. Chris has been helping businesses increase pipeline and crush quota for 24 years. He always measures for hard financial results. He has worked with companies like Dimension Data, CDW, SHI, Bell Canada, Royal Bank of Canada, TELUS, Cisco, AT&T, and others. The core of his teachings are built upon the foundation of; understanding, helpfulness and creating real measurable business impact. He believes in relentless follow up. He is happily married and loves recreation such as; fishing, skiing, golf, tennis, squash and mixed martial arts. He is an avid Chicago Bears fan and listens to classic rock turned up loud.
Connect with Chris on LinkedIn.