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What Top Performers do to fill their Sales Pipelines in a New Year

What Top Performers do to fill their Sales Pipelines in a New Year - SalesLatitude

What Top Performers do to fill their Sales Pipelines in a New Year - SalesLatitudeHow robust is your sales pipeline as you head into the New Year? Are you resetting back to zero and building your pipeline from scratch? Or are you one of the fortunate ones who has been constantly filling your pipeline with qualified deals — always having a respective close ratio? Hopefully, you are the latter since this is what top performers do to fill their sales pipelines in a new year.

But if you are the former and resetting back to zero, then you will now have to hustle to fill your pipeline with qualified deals. And, if your sales cycle is long, have you already identified your customer’s high-priority business problems that need to be solved this year? If yes, then why are these deals not in your pipeline? The opportunity(ies) may not be well qualified, but list them as early stage deals and spend the time to validate and requalify. If you’ve completely exhausted your sales pipeline and are truly starting from scratch, then what is your game plan?

  1. Are you going to call everyone you know and see where your products and services will fit, irrespective of the customer’s priorities and desired business outcomes?
  2. Or are you going to find out more about your customer’s business goals and priorities, and work to align your solution and services based on your customer’s timeline and requirements?

Both will work, but the second option will help you fill your pipeline with qualified deals a lot faster.

If you are a top performer and fortunate enough to have a robust pipeline, keep up the great work. You are probably one of those sales reps that spends a tremendous amount of time understanding your customer by looking at them through their lens. That is why you are not starting from zero every year and your pipeline is real. Why?

Top performers have been having the right types of conversations with the right key stakeholders all along, and they continue to validate the key stakeholder’s desired business outcomes and priorities. They know it’s not just about them and their sales quotas; rather, they truly want to be collaborative in helping customers get to their desired goals. By focusing more on the customer, sales reps can build credibility with their customers. This earned credibility is now a catalyst for gaining additional insight since customers will be comfortable telling them what, why and when priorities have changed, allowing sales reps to adjust their pipelines accordingly.

So for those who are starting from zero, this may be a tough year. Or maybe not. But hopefully, now you have a little insight into how top performers consistently fill their pipelines.

Image courtesy of blackzheep at


Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter


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