EP009: Follow the money: how to use my Sales Bullseye to find your quickest sales opportunities
Episode summary
Most people think lead generation means finding brand new to your world people. Anna's take: your fastest sales are usually sitting far closer to home. In this episode she walks you through her Sales Bullseye, a target board with your warmest opportunities at the centre. You'll learn how to map your own board, match your sales action to the warmth of each relationship, and follow the money to the people most likely to buy soonest.
Key takeaways
- Follow the money: start with the people most likely to buy soonest, then build longer-term pipeline.
- Leads are not equal so match your sales action to the warmth of the relationship.
- Past buyers are statistically more likely to buy again, decide faster, and spend more.
- The biggest mistake is focusing on new leads.
- No clients yet? Your centre is "existing trust" your relationship bank.
- Your open opportunities (your hot list) are one of the fastest places to close follow up to a clear yes, no, or not now.
- Visibility only pays off if you draw new connections inward and actually have conversations.
Episode outline / timestamps
00:00 – Welcome
00:28 – The big idea: picture your sales plan as a target board
01:42 – "Follow the money": start with who'll buy soonest (while building future pipeline)
03:00 – Ring 1 (centre): existing clients — their next natural step, upsell/cross-sell
05:03 – Newer in business? Reframe the centre as "existing trust" — your relationship bank
07:29 – Ring 2: active prospects + open opportunities (your hot list) — follow up to a decision
09:03 – Ring 3: past clients and previous buyers — give them a reason to re-engage
11:24 – Ring 4: older leads who went quiet — reactivate with a warm check-in (+ the 4 Ps)
13:13 – Ring 5: your existing audience — content that gets people to raise their hand
16:53 – Ring 6: new visibility and new connections (colder, longer-term)
21:00 – Why it works: leads aren't equal, so match your action to the warmth
22:11 – Action to take today: draw your board, map your rings, work the centre first
Links + Resources:
Want to see your greatest opportunities to increase sales? https://www.annapayne.online/quiz
Join us for 30 days of free online networking? https://www.annapayne.online/networking
Download your free leads tracker https://www.annapayne.online/tracker
Book a free 15 minute sales game plan call with Anna https://calendly.com/annapaynecall/introduction
Buy my best-selling book on sales here: https://amzn.to/4u9fJy9
See a complete list of ALL the FREE and paid ways I can support you with sales https://www.annapayne.online/everything
Meet Your Host:
Anna Payne is a sales and business growth expert with almost three decades of experience across sales, leadership and entrepreneurship.
She has founded and co-founded three successful businesses since 2008, selling and delivering millions of pounds of consultancy and working with clients across five continents, as well as building and leading high-performing teams.
Anna is also the author of the number one bestseller Everything You’ve Been Taught About Sales is Wrong (*Probably) and a keynote speaker on sales and entrepreneurship.
Website: https://www.annapayne.online/everything
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