Method
The sales methodologypages here give you a short description of each stage in the Pipeliner method, while the “pain and gain”pages look at the broader topic of a healthy and unhealthy sales organisation. It also raises awareness of how individual job functions are related to the sales function.
In summary, the Pipeliner methodology is:
- A sales process that highlights all the tasks and responsibilities of the sales function (not just sales people)
- A description of a buying process, that shows the sales people that they must align themselves with where their clients are in their buying process
- A collection of sales tools, which represent best practice sales behaviours
- A guideline for new sales people / managers to follow to make sure they do their jobs right
- A method to guarantee financial targets and manage large numbers of opportunities
- A educational system
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year’s open SPO programmes
Preference: This is the full Pipeliner SPO (sales process overview). We invite participants to bring their own examples to work on during the course. Very intensive, hard work, lots of concentration needed, but fast moving, a lot of fun and guaranteed to move your opportunities forward.
Excellence: In this format we take more time with each individual sales person to work on their pipelines, sales teams and sales environment. The SPO is split into 2 stages, and we set individualised project work for the time between the seminars, which is supported by virtual coaching. Ideal for experienced sales, owners, sales managers & directors.
Basic: This is the full Pipeliner SPO, but a little less intense, and with a greater focus on the tool-set and the practical take-a-ways. This format is very much an event, with large participant numbers, and all our best trainers in one place. The perfect place for sales teams; for distributors and vendors to invite their partners, and as a refresher.