You’ve probably heard of the sales pipeline. It’s used to control the sales process. Even though it’s widely used, we’ve seen many organizations use it inefficiently, creating bottlenecks and increasingly confusing the sales process.
Therefore, the should be a useful tool to find your ideal process and still provide valuable insights into your business.
Follow our post to learn everything about how to use the in your company.
What you will see in the post:
What is the sales pipeline?
The is the representation phone number list of all the stages that your lead goes through when they want to buy something from your company and that are considered essential for closing a deal.
Pro tip: A well-structured pipeline allows the sales team to help the lead move along this path naturally.
Most sales management or CRM platforms bofu: bottom of the funnel contain a standard, and this can even help your company at the beginning, but the ideal is that you map your own steps and adjust them in your CRM, so that your leads will go through a journey that delivers more value and you also collect important indicators for the performance of your sales team.
Before you define your sales pipeline, you need to know
Knowing your customer is one of the reasons fax database to move away from your CRM’s standard sales pipeline and create your own personalized one.
Each company has its own customer profile and, consequently, its own purchasing journey. This makes knowing your customer profile essential for the success of your sales team. See this example:
A company that has an average ticket of R$100.00 and focuses on lead generation may have less need to incorporate a sales team into the entire process, making the stages of the simpler, compared to a company that also focuses on lead generation, but whose average ticket is around R$10,000.00. The need for the sales team to be present in more stages of the pipeline is probably greater, because the sale may be more complex.
Note that this difference between companies alone requires two different pipelines to place the sales team in the right places.
How to build a sales pipeline?
The beginning of this process is to conduct research with your existing customer base and understand their behavior from when they become a lead on your website until the moment they become your customer and need after-sales attention.
This process is known as the customer journey and you need to have it well defined within your company.
Once you have mapped out the customer journey. It is important to identify with the rest of your team all the points of greatest concern. Where your leads may stop and not continue on the journey. This could be a demonstration of the product or service. A presentation by your sales team or even the signing of the contract.