What’s in your pipeline? It’s a question that salespeople love and hate. They love it when they have a pipeline full of leads ready to buy. It’s the opposite when things are empty.
They don’t use smart pipeline generation strategies to keep their pipelines full at all times. This is a challenge if you face sales quotas and pressure from managers to close deals fast.
You need to flip the script and make the most out of your opportunities. Read on to learn how you can create a sales pipeline that delivers.
- Create a Pipeline Map
What does your pipeline look like? Do you have different stages of the sales cycle mapped out? If not, that’s your first step in your lead generation strategy.
The sales pipeline consists of stages such as awareness, first contact, proposal, contract out, closed. You should create a map that’s relevant to your business.
A customer might become aware of your company through SEO. They fill out a form to download a case study from your website, which is when they become a warm lead.
You can then make the first contact and work them through the next steps of the pipeline.
- Focus on the Entire Pipeline
Close to 75% of all businesses make closing more deals a top sales priority. That’s great for more revenue, but you’re always going to chase leads that are ready to close immediately.
Your main focus has to be on the entire pipeline. You want to make sure that you shepherd leads through each step. If you focus too much on one area, your pipeline will be out of balance.
You’ll get to the point where you run out of leads and you have to scramble to refill the pipeline when those leads are exhausted.
- Use the Right Tools
How do you manage your pipeline? Do you use spreadsheets or keep everything in your head?
You need to rely on a CRM to follow up with leads and stay organized. Things can fall through the cracks and you miss out on great opportunities.
A HubSpot pipeline helps you build relationships, build trust, and close more deals.
- Review Your Sales Pipeline Regularly
Salespeople get caught off-guard when they have an empty pipeline. It helps to review your pipeline regularly so you have a steady stream of leads and sales.
A pipeline review also reveals where your sales process breaks down. You might have a lot of proposals out, but you can’t seem to close them. You’ll have to make adjustments to your sales strategy to get them over the finish line.
B2B Pipeline Generation Tips
Lead generation doesn’t have to be a feast or famine cycle. Use the pipeline generation strategies laid out in this article, and you will have a full pipeline.
A balanced pipeline with leads at every step of the sales cycle is the best way to ensure consistent revenue for your business.
Do you want more lead generation and business tips? Check out the other articles on this site today!
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