The analysts are, in increasing numbers, starting to tout the end of the recession, but for most of us, it still seems quite slow out there. Even if you’re the most talented salesperson, you probably have noticed that an annoying number of your prospects are stuck in your pipeline. Ok, it’s not the most polite way to phrase this, but you could be suffering from a case of sales constipation. No, a swig of milk of magnesia isn’t going to do the job here, but there are strategies to get you moving along again. Here’s how:

Keep Filling and Replenishing Your Pipeline
You want to make sure that your pipeline is continuously being filled and replenished with qualified prospects. By always having individuals at different stages of the sales process, you’ll consistently have some that are coming through as new business.

Stay On Their Grid
The sales cycle has become much longer for almost everyone. It can be easy to drop off of a prospect’s radar if you’re not diligent about your touch-point management. Fine-tune a program that utilizes phone, email, snail mail, as well as the three I’s – invitations, introductions, and information.

Don’t Give Up
Patience is needed more than ever right now. Yes, you might feel like throwing in the towel with a prospect who seems to relish sitting on the fence and stringing you along. You might even feel like expressing your personal opinion to them about their inability to make a decision. However, keep this in mind. You will never reclaim any of your return on time if you give up. So, hang in there. You’ll be glad that you did.

Realize That It Might Not Be the Economy
The recession has become a great excuse for prospects who just don’t want to tell you that they didn’t see value in what you were offering. Find out if this is what’s causing the stall. If it is a cash flow issue, you might need to hang on a little longer. If it’s really a problem with how you presented your product or service, you might need to refine your own strategies and techniques.

Don’t fall into the trap of blaming everything on the economy. There are salespeople who are successfully acquiring new business each and every day. By following these four steps, you’ll help jumpstart your pipeline to get you back on track as the recession subsides.

Author's Bio: 

For over 20 years, Adrian Miller has been a strategic ally to companies requiring results-driven, sales-level performance training and executive-level business development consulting. As the president of Adrian Miller Sales Training, she is a highly recognized sales training expert who offers real-world solutions to real-world situations for clients that range from promising startups to Fortune 500 global enterprises.

Adrian takes a customized approach with each and every client and works directly with sales teams and management to help them understand advantages, opportunities, challenges, and problems. She invests quality time and effort and produces targeted solutions that result in measurable results.

Passionate about helping companies win new business, she delivers her innovative programs in an unforgettable and energetic style that motivates sales teams to achieve new heights of success. With a broad and deep knowledge base, she has successfully worked with clients within the financial services, publishing, manufacturing, accounting, biotechnology, legal, healthcare, and technology industries.

In March 2009 Adrian launched Adrian’s Network, a virtual business networking community that is winning raving fans from participants in most every industry and profession.

Adrian is also a sought-after speaker and the author of The Blatant Truth: 50 Ways to Sales Success. She is also a frequent contributor to many industry blogs, major business publications, and trade journals.