Look at your January 2022 calendar.
Stop. Don’t glance at December. Don’t look at your current metrics.
Look at January. December and 2021 are over
Building a strong pipeline for a new year is one of most powerful things you can do to be successful. Although you may have deals scheduled to close in 2022, what’s at the top of your pipeline?
If experience tells us anything, you’re hearing a lot of “Let’s talk in Q1”. Set those dates. A simple “Let’s pin something to the calendar, we can always move it when we get closer”, gives you a tangible item (real estate on the prospects calendar) to keep the communication open and the commitment real.
Fill your calendar with first conversations and discovery calls and, if possible, get paperwork exchanged now: CDA’s, RFI’s. protocol synopsis. Shorten that sales cycle to enhance those first calls. Additionally, get 2022 timelines: When is first in human? When is data lock? When are they anticipating regulatory submission? What’s the timeline for tech transfer? What’s their estimated goal for a software rollout? Take this information and map out contact points throughout the upcoming year. Be strategic.
While you’re probably embroiled in 2022 goal setting and finishing 2021 out strong, doing some of these early stage calls and strategic, granular planning is a subtly effective way of fueling your sales for the upcoming year.
Do you know who is great at qualifying cold and early stage prospects? Channel Methods Inside Sales. While you are closing deals and writing proposals, our teams can go into the market as your sales team and pour qualified leads into your pipeline.
From creating targeted call lists to our unique industry data, to qualifying opportunities against your scope through communication with the prospect, to facilitating the execution of CDA’s and setting up meetings for you and the prospect, we do the heavy lifting for you.
Interested in freeing up your valuable time for closing deals or enhancing your current sales team? Contact us.
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