How are you going to keep your funnel filled?

The key to keeping your sales funnel full is not always about getting a lot of people in your funnel…..but the right people.

It is too easy to fill the funnel up with the wrong people who waste your time, frustrate you, and can at times depress you. The only way to have a clean funnel with the right prospects is by keeping a WIN/LOST journal.

Every time you win a new account make note of:

1. Why you think you won it.
2. What did the prospect say to you as an explanation as to why you won the business….you may be surprised.
3. What went well in the sales process.
4. What went wrong in the sale process.
5. How long it took.
6. Did you do a Demo, tour, one presentation or many? 

Every time you lose an account make a note of it: (have the guts to have a conversation with your ex-prospect)

1. Why do you think you lost it?
2. What did the prospect say to you as an explanation as to why you lost it…you will be surprised, it is not price.
3. What went well in the process.
4. What went bad in the process.
5. How long did it take?
6. Did you do a demo, tour, one presentation or many?

Armed with this constant flow of information…..you can start looking at people in your funnel, and you will be able to predict way ahead of time the ones that will not make it through your funnel. Get them out and stop wasting time with them.

-Tom Niesen