Jim JohnsonFounder, Contractorcoachpro · ContractorSage: Your Virtual Coach

The Power of your Sales Pipeline

Name: The Power of your Sales Pipeline
Uploaded: 2023-12-18T20:00:10+00:00
Duration: 57 s
Channel: Jim Johnson
Description: A sales-coaching YouTube video by Jim Johnson titled "The Power of your Sales Pipeline" (Dec 18, 2023). The speaker emphasizes that a pipeline largely…

18 Dec 2023 · 1 min

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A sales-coaching YouTube video by Jim Johnson titled "The Power of your Sales Pipeline" (Dec 18, 2023). The speaker emphasizes that a pipeline largely consists of prospects not closed on the initial call and that many salespeople neglect following up. He recommends systematically calling all appointments that were not closed (a practice sometimes handled by a separate "refresh/rehash" role in larger companies) as a primary way to improve closing percentages. The content is practical and focused on tactics for field/home sales where one-call closes are common.

Chapters

Pipelines are essentially the people who did not get captured on your one call close. Okay. Salespeople are notoriously avoiding and not dealing with their pipeline. Okay. Now, some, some companies, especially larger companies, will make up for this by hiring somebody to do that. Right. We call that the what? The refresh or the, the rehash. That's what I'm looking for. Right. But if you're a sales guy out there and you feel like your closing percentage is struggling, the first place I would go are the appointments I didn't close. I would call them, all of them. Right. And I'll let, I'll let Chuck and Dave. Now, once again, because in home sales has such like a, a one call, close driving component to it, sometimes this gets ignored. O.