It’s time to start seeking the wisdom of our industry leaders to build pipeline. In this episode, your host Donald Kelly talks with Radhika Shukla about her years of experience bringing teams to success in sales. Her approach is equal parts methodical, data-driven, and human-centric. Listen in as she shares the proven methods she uses with her team to find new leads and convert them into happy repeat customers. Start the Planning Process Early Identify “big bets” that you need to win. These are new leads that are great fits for your business that you are going to prioritize. Collaborate with different people in your organization who operate at all stages of the customer satisfaction process. 7-Step Method for Lead Qualifying Start with your ICP. Create a customer profile and become familiar with the industry and common pain points. Ask the right questions. Think of asking effective questions and staying curious rather than jumping straight to solutions. Qualification criteria. Don’t be misled by following the wrong criteria – know what your criteria are from an early stage. Two-way qualification. From the early stages all the way through the end, give your customers a way to evaluate whether your company is bringing them value. Progress through the sales cycle. Take a structured approach to help you keep track of where you are at with your clients. Data analysis. Become a data-driven seller. The more reports you can get your hands on, the better you can assess your pipeline. Rigorous, regular pipeline review. Revise your plan every 2-3 months. Things change and you may learn new things. Prospecting to Triple Your Pipeline Invest in targeted research and networking to identify prospects.

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