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Page 1 of 4 Introduction to the Passive Pipeline
There are many absolutes in sales, while one supersedes all others: In order to earn business you must be invited to the table. “Must be present to win”. Another absolute is that your chances of winning are directly affected by the stature with which you entered the equation. I call this your Credibility Upon Entry (CUE).
The Passive Pipeline is a collection of tools, techniques and processes designed to increase your effectiveness in these two areas. While there are many stages in the sales process, without an effective means to execute the first two, the rest become useless. Many aspects of The Passive Pipeline will increase your effectiveness throughout the sales process but our focus will be on getting you to the closing table, poised to win.
This book will help you build your own Passive Pipeline to dramatically increase your presence , find more opportunities and increase your close rate. Best of all, it’s automated. Your Passive Pipeline works 24 hours a day to promote you and your business and does it more efficiently and with better results than you could possibly achieve alone.
It’s no secret that cold-calling no longer works well. It’s a fact that you spend more than half of your time working on deals that you have little chance of winning. And it’s an unfortunate truth that less than one quarter of your time is spent actually selling. With the tools and technologies available to sales professionals today, these truths will no longer limit your success.
The concepts embedded in the Passive Pipeline have been in use since the onset of trading and selling. A traditional example is professional networking. Networking is the process of forging relationships that will capture future business. Well-executed networks continue to generate business with very little maintenance. The same is true with the Passive Pipeline, but on a much grander scale.
Networking will always be a staple in the business community, but there are dozens of new, more effective techniques emerging that are easy to use and less taxing on our most precious resource…time!
In addition to increasing your market presence, The Passive Pipeline will create a sphere of influence around your sales process that make it nearly impossible for competitors to derail you.
There have been tremendous advances in technology in the last ten years, and the opportunities they present in sales are staggering. Unfortunately, most traditional sales wisdom was established before these new tools were invented or widely accepted. In fact, it’s often acknowledged that new innovations in sales have been absent for at least 30 years. In this book, I plan to show you the way to launch the sales profession into the 21st century.
Many sales professionals are already using the techniques I will discuss and these early adopters are cashing in. Others are so busy trying to reach sales quota and are too entrenched to realize they’re being left behind. A power shift is ensuing in our field between those who embrace technology and those who do not.
It will become increasingly harder for those who don’t embrace technology and new methods to capture business. The gap between between sales professionals who understand how to be effective in today’s business climate and those who don’t is widening every day.
At this very moment, by reading this book, you have a head start. It will be years before widespread change occurs. Even if it seems daunting, get started now. Seize this opportunity to advance your sales career to a new level. Start building your Passive Pipeline today!
“My belief and experience is that if people have a better model, better skills and if they get better results, they will change. Otherwise they will fall back on what they know, even if it seems dysfunctional” – Mahan Khalsa
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