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Connection Calls - Part of Pipeline?

Are connection calls part of your pipeline? Why or why not? I need help with this, because there would be a ton more closed-lost deals if I started mapping connection calls in the deal pipeline.


Thanks!

๐Ÿ‘‘ Sales Strategy
๐Ÿงข Sales Management
3
paddy
Arsonist
+9
Account Executive
Every conversation should be "suspect" until you qualify it via some uncovered pain point. When you uncover a pain point and they don't give you a "no" then it's part of the pipeline imo
RevOpsRevealed
Good Citizen
VP Sales and Marketing
Thanks paddy! So I really need to build the discovery call part of the pipeline.ย 
paddy
Arsonist
+9
Account Executive
Yes, sometimes it takes more than one discovery call also. Don't be afraid to ask for a second call to clarify items you didn't get to or anything that was left unclear after your first call.ย 
Lambda
Politicker
+6
Sales Consultant
not getting a know is still not reason enough for me to pipline it, i need to get at least some feedback and questions from client for me to consider it pipline, otherwise i get push from management as to where its going and if i have nothing its wasting everyones time
Justatitle
Politicker
+7
Senior AE
No way, ha to be qualified not just a connect call.
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