n this solo episode, Eric Konovalov shares three simple yet powerful sales strategies to ensure your pipeline stays consistently fullâeven during your busiest seasons. From daily prospecting routines to creative door-knocking techniques and reviving forgotten proposals, Eric reveals how top-performing sales pros stay ahead of the curve.
Tired of your sales pipeline going dry after a busy season?
In this episode of the Relentless Goal Achievers podcast, host Eric Konovalov shares 3 practical and proven strategies to keep your pipeline consistently fullâwithout burning out.
With experience coaching over 4,300 sales pros, Eric dives into:
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The 20-per-day method to generate 8â10 meetings per week
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The â3 Left, 3 Rightâ technique to maximize in-person prospecting
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How to run a Proposal Party and revive dead leads
Whether you're in B2B, tech, or local salesâthese strategies will help you stay ahead, stay booked, and stay paid.
What You'll Learn in This Episode:
Why your pipeline goes dryâand how to prevent it
The 20-per-day formula to generate 8â10 new meetings weekly
The â3 Left, 3 Rightâ technique for in-person prospecting success
How to host a âProposal Partyâ to re-engage cold leads and lost deals
Why fear of cold calling is naturalâand how to overcome it
The mindset shift that separates average salespeople from elite performers
Resources & Links Mentioned:
đĽ Free LinkedIn Prospecting Playbook
linkedinscripts.thegoalguide.com/li-scripts773248
đŻ Get The Meeting Course â $47 Only
relentlessgoalachievers.com/getthemeeting
Join the Community:
Want support from like-minded sales pros? Join our private community, Relentless Goal Achievers, to level up your mindset, skillset, and network. https://relentlessgoalachievers.com/opt-in
đ Learn more at:
www.thegoalguide.com
Eric Konovalov: Hey there, today I'm gonna give you three simple strategies to always keep your pipeline full. If we haven't met, my name's Eric Knovalov. I am the host of the Relentless Goal Achievers podcast and I've trained over 3,800 sales professionals throughout my career. So stick around because the third tip that I'm gonna give you today is gonna be.
Eric Konovalov: Today I'm gonna give you three simple strategies to keep your sales pipeline full. Now stick around till the end because the third one is so simple, it's gonna help you get that low hanging fruit, my friend. If we haven't met, my name's Eric Konevalov. I've trained over 4,300 sales professionals in my career and I'm so honored to be here giving you the tips and tricks to help you with your sales profession.
Eric Konovalov: Before we dive into the actual principles on how to fill your pipeline, let's first talk about why the pipeline is in full.
Eric Konovalov: The core reason that our pipeline dries up is usually because we kind of take our eye off of prospecting. We stop prospecting. Now the biggest problem with that is that if you don't prospect today, it's kind of a no big deal, right? It's like smoking one cigarette. It's not gonna harm you today. You're not gonna feel the pain today. But most of the time you do feel the pain 30, 60, even 90 days later. So not prospecting today is going to affect you in 90 days.
Eric Konovalov: And the way that's gonna show up is that you're gonna finish closing out deals, you're gonna finish the busy season, and then you don't have any money coming in, you don't have any meetings, you don't have any prospects, and the pipeline's completely dry. I've been through it multiple times when I was in copier sales.
Eric Konovalov: This used to happen to me all the time. Let me know if this sounds familiar to you. So you start and you... Let me know if this sounds familiar to you.
Eric Konovalov: This used to happen to me all the time.
Eric Konovalov: This used to happen to me all the time. When I was in copier sales, I would bust my ass, go out, get new meetings, prospect, make the cold calls, go networking, build my strategic partnerships. And then what would happen is my pipeline would get filled up. During that time, I would start meeting with clients. I'd be driving, I'd be doing demos, I'd be creating proposals, I'd be writing up contracts. And you know what I'm not doing when I'm doing all those things? I'm not prospecting for new business.
Eric Konovalov: So as sales go up, prospecting goes down, and then we close out everything that's in the pipeline or lose some deals. I wish I could close everything or lose some deals to competitors or people that just end up not doing anything. And before you know it, there's no more meetings. There's no more appointments scheduled. There are no prospects to call on and follow up on because we've exhausted the pipeline. I know I'm not the only one that this happens to. So if this happens to you,
Eric Konovalov: Stick around, I'm gonna give you three ways to completely eliminate this, and this is what's worked for me.
Eric Konovalov: The first strategy is all about keeping it simple, right? Keep in mind that 20 per day equals 100 per week. So what does that mean? That means 20 calls a day. We don't need to make 100 calls every day. But if we make 20 calls per day, 10 in the morning, 10 in the afternoon, that's all you need, 10 in the morning, 10 in the afternoon, you're gonna hit 100 calls every single week. Now, if you know what you're talking about, if you're calling on the right people,
Eric Konovalov: If you have a solution that can solve their problem, you should probably be scheduling one appointment for every 8 to 10 calls. That means that if you have 100 calls to brand new people that you've never spoken to, by the end of that week, you're going to have 8 to 10 net new appointments and meetings with people that you've never met with before.
Eric Konovalov: By the way, I realized that cold calling and prospecting is not natural for us, right? I mean, it's not natural for us because ever since we were little kids, what are we told? Stranger danger, don't talk to strangers. And then you go out, you get your first sales job and the first thing we wanna do is what? Go talk to every stranger possible.
Eric Konovalov: So if you're experiencing fear around cold calls, know that that's important. If you're experiencing fear around going into strange places where you don't know anybody and trying to get people to meet with you, it's perfectly normal. But unless we change that core belief system, nothing's gonna change. And by the way, my friend, I don't know if you know this or not, we do have a group called Relentless Goal Achievers. It's our private community. I'll put a link below so you can learn about it. If you're struggling with scheduling new meetings,
Eric Konovalov: So if this is you and you have that underlying fear, we do have a community of like-minded entrepreneurs and sales professionals who we help get over that. It's our Relentless Goal Achievers Private Community. I'll put the link in the comments somewhere below. And if you're looking for a tribe to join where you can get over those small fears and start hitting the goals that you want, click on it, see if it's for you, and I'd be happy to have you in the group.
Eric Konovalov: All right, number two is three to the left and three to the right. It's so simple, yet most of us don't do it. If you develop this one simple habit that every time you meet with somebody, whether it's a current client, a net new client, no matter what it is, every time you walk out of a meeting, you knock on three doors to the left and knock on three doors to the right, you're gonna see some great success. Here's why.
Eric Konovalov: when you walk in, you're gonna have a reason for being there. And even though it's so simple and small, those reasons for some reason.
Eric Konovalov: When you walk in and you have a reason for being there, and that reason is, I'm stopping in because I just met with your neighbor, chances of them saying yes to you go way up. In Dr. Cialdini's book, Influence, he wrote about this amazing, it's a really fun kind of experiment they did late in the 1970s, where there was a line of people waiting to use the copier. And so they had people come up and ask them to just cut in line. And what they realized is when the person had a reason,
Eric Konovalov: the person allowing them to cut in front of them was more apt to let them through. Now, the crazy part about it was that it didn't matter what the reason was. So the reason could have been, hey, I have cancer and I have to get to my doctor's appointment. Do you mind if I make a copy before you? Or the reason could be, hey, do you mind if I make a copy before you because I have to make a copy? The same results happen with people saying yes, just because
Eric Konovalov: They use that magical word because. So use that when you're walking in. Hey, I'm stopping in because I just had a meeting next door with XYZ company and I want to introduce myself in C. What's the best way to go about scheduling a meeting with your, whoever you want to meet with, CFO, CIO, CTO. Hopefully you're meeting with C-level executives. All right, my friends.
Eric Konovalov: The third simple way to fill your pipeline is simply to have a proposal party. Now you're like, what the hell is a proposal party? Look, if you're like me, and if you're like most other sales professionals, some things are gonna slip through the cracks. It's really hard to keep track of every single person we ever spoke with, every single proposal we ever gave, especially when they go dark, especially when we have a pipeline, especially when we're going after net new business. A proposal party allows you to stop and slow down for a second.
Eric Konovalov: That's not something we hear in sales, but it's so needed because every single time I've taught a sales team or I've done this myself, we found opportunities that just were not top of mind that turn into sales. So here's how this works. Consider that you've submitted proposals, have had conversations that you simply forgot about.
Eric Konovalov: The way a proposal party is going to work is you're going to block off 30, no, the way a proposal party is going to work is you're going to block off at least half a day, maybe even full day, depending on how busy you are. During that day, you're going to pull up every single meeting that you've had, whether it's the quarter before, half a year before, or the year before. Essentially, you want to do these quarterly, maybe every six months, but don't go beyond every six months.
Eric Konovalov: So every quarter, every six months, you're gonna look back at all the meetings you've had that just simply didn't go anywhere, that have stalled. You're gonna look at all the proposals that you've submitted that went nowhere, that they ghosted you. You're gonna get creative and you're gonna come up with a new reason for why you need to reach out. And you're gonna reach out to them with that new reason. Maybe it's a special, maybe it's a holiday special, maybe because you guys have ordered so much of a certain product and you need to, you know,
Eric Konovalov: Loaded off and you got specials going on whatever that is That'll give you a reason to call them back. But chances are if you're not having a proposal party, you're not even thinking about those opportunities that you missed and They're just gonna get left in the dark you'll bump into them a year later and they will have bought from your competitor and I want you to not experience that I've had that happen to me multiple times. It sucks. It's the worst thing ever Don't do it
Eric Konovalov: Hi my friends, those are the three ways you can fill your pipeline, but let's be honest here, if you are somebody who's prospecting all the time, you're busting your butt and still not able to get meetings with your ideal clients, your messages are getting ignored, you're stopping in and they're always in a meeting that's never ending, I encourage you to check out our Get the Meeting course. It's a small, short, 10 lesson.
Eric Konovalov: I invite you to check out my Get the Meeting course. It's 10 short lessons on how to get the meeting with your ideal clients, whether it's with prospecting, whether it's through LinkedIn, emails. I even give you a couple of creative ways that you may not have thought about before.
Eric Konovalov: But these are the ways that I've taught teams at multiple B2B companies that have always gotten some great results. I guarantee you that if you watch the 10 short lessons and apply what you learn, you're gonna get meetings, your conversion rate's gonna increase, and you're gonna get the meetings with your ideal clients.
Eric Konovalov: Best part is it's only 47 bucks right now. So I'll link, there'll be a link in the description or in the show notes. The best part, it's only 47 bucks right now. I'm gonna put a link in the show notes, grab it there. I wanna thank you for watching this video. And if this added value to you, hit the subscribe button and leave me a comment. I'll see you on the next episode.
Eric:
Eric Konovalov: Today I'm going to give you three.
Let me know if there's anything else you'd like to do with this transcript!