Often creating a process of sales is compared to a functional oil pipeline. Many do not like this comparison because it seems more utilitarian then humanizing. B2B companies are better off comparing their sale system to that of a reality show, they can be chaotic and often heartbreaking but satisfying in the end. The best examples of this can be found at your trade show booth and here are five stages that you will need for your pipeline to succeed at a tradeshow.
- Shape a marketing campaign with emails, ads and events that will attract prospects
- Combine marketing and sales teams to help persuade your potential new customer
- Make your contact an expert on your proposal who can then persuade the rest of their decision making partners
“I’ve never been a fan of jargon like lead acquisition, funnel, and pipeline. They make the sales process sound like we’re drilling for oil, not building and strengthening relationships with human beings.”