How To Develop A Sales Pipeline?
Join 1000's of Authors at StreetArticles Today!

Developing and managing a sales pipeline is crucial for every small business. Without a sales pipeline then the company will struggle to find and win new business. Here is a simple guide on how to develop and manage a sales pipeline.

Develop a Targeted Prospect List

Once you have identified which sectors you want to target, finding the companies in the sector and who the key contacts are in each company is essential to developing a sales pipeline. If you do not have a list of prospects, how will you develop a pipeline?

You should aim to gather information such as names and contact email addresses, so you can email your prospect directly with information that is highly targeted and relevant to them. When developing the list, you need to ensure that you are finding the most relevant person for your product or service. For example, if you are offering a marketing service, then finding a contact in the finance department isn't really going to help.

You need to ensure that you build a list of relevant contacts in each company to ensure you have the best chance of reaching the right contact.

Contacting Potential Customers

The best way to contact customers in the B2B sector is via email. This way you can ensure that you are reaching the best contact and you can relay the relevant information that you need to. Then once you have a made an initial contact via email, you can follow up a telephone call a week later.

Follow Up On Prospects

One of the biggest mistake that sales people and business owners make in trying to generate new business from prospect list is that they simply do not follow up with the prospects they have contacted. Its vital important that once you have sent that initial email, that you follow up each prospect over the phone, to find out their thoughts on the information you sent across and how you can help them. By doing this you also start the process of developing a relationship with your prospect.

Sales Pipeline Management

Sales pipeline management is one of the most important aspects of winning new business. You need to have a process in place to keep track of all the leads you are developing, so that you can nurture them into sales or disregard them as lost leads. There are a number of different tools that you can use for sales pipeline management from CRM systems to simple spreadsheets. Which one you choose will be determined by the size of your business and its sales team.

If you have a large sales team that needs to be integrated, then choosing a CRM system would be best. However, if you are a small business owner then managing and tracking leads via a spreadsheet will probably work best. However, if you have a long lead time with a lot of communication and follow up, then using a software such as ACT, may also help to manage your pipeline.

Its important that you have a process in a place for developing a sales pipeline and that you follow that process in order to get the right results for your business.


Street Talk

No comments present
You May Also Like
Sales Assailant Turns Out To Be The Ultimate Go - to App For All Sales Professionals
Tired of having too many apps to keep things under control? Scared of missing out on important event reminders and notices? There are so many apps and installing all of them tends to get cumbersome. Add to that the pressure to perform from your boss and one could well be…
By: Ira Horowitz  in  Business  >  Sales Management   Dec 27, 2013  
0
  Likes: 1

8 Ways to Find the Best Company Offering Duct Cleaning In Kelowna
There are so many cleaning services that can actually help you. These companies will help your cleaning session easier. But how will you know if they are reliable? Find out below: Select the areas at home that needed cleaning before you hire a cleaning service. Now, before you ask for…
By: Nathaniel Hilson in  Business  >  Sales Management   May 20, 2014  
0
  Likes: 0

Get In Control Of Your Own Financial Destiny With Marketing
Who knows better than you what would be good for you? Despite any advice another person gives you, you’re the only one who truly knows what fits for you. If it’s your financial life that you’d like to get in order, you might want to learn marketing for entrepreneurs. No…
By: Mike Skinner in  Business  >  Sales Management   Nov 24, 2015  
0
  Likes: 0

Sales And Marketing Strategy for Your Business In UK
Doing a business and making a profit is not easy as it seems. It requires lot of commitment and effort. It also requires a good management, and capability of applying correct business strategies at the correct time. One of the most important areas of business is the sales and marketing…
By: jessicataylor in  Business  >  Sales Management   Mar 17, 2014  
0
  Likes: 0

A Celebrity Limousine: A Complete Solution For Your Memorable Events
A Celebrity Limousine has everything you are looking for in making your wedding day, prom, party and any event memorable. Management and chauffeurs understand it is not just another day—it is your special day—and you want to be impressed as well as leaving a lasting impression on guests. The company…
By: devon clark1 in  Business  >  Sales Management   May 26, 2015  
0
  Likes: 0

Car 101: How to Approach Your Auto Repair Issues
Having a car if your own is a very convenient thing since you can easily go to basically anywhere you wish to travel. In everyday living, a car is even a necessity for some because they use it to go to and from work or do their daily errands. However,…
By: Nathaniel Hilson in  Business  >  Sales Management   Nov 24, 2014  
0
  Likes: 0

Lighten Your Load & Protect Your Things With Quality Moving Supplies In Calgary
When you finally decide to move from one place to a new location, you have to consider many things. Let's face it, moving stinks. It is hard work that you won’t get any pay for. You have to pack every one of your personal possessions in the process and make…
By: wynterhays in  Business  >  Sales Management   Mar 27, 2015  
0
  Likes: 0

How to Choose A Real Estate Agency
The facts square measure that not all land agents square measure created equal, they're not trained a similar approach and that they don't all get sensible education. Most agents acquire the important estate business thinking all they need to try to to is head to college and pass a check…
By: rachael wayne in  Business  >  Sales Management   Nov 15, 2013  
0
  Likes: 0

Sales Operations Manager
Job Description 1. Responsible for managing the sales of JC Display's displaying equipment- attaining sales objectives, revenue growth and design wins. 2. Have responsibility to collect and analyze marketing information including customer needs, technology trend, product specification, competition status and etc 3. Effectively work with BU people and other internal…
By: Jane17 in  Business  >  Sales Management   Dec 08, 2014  
0
  Likes: 0

Original Iphone Earpods Supplier Giving at Very Affordable Rates
Mobile phones have become a necessity for us. It is a gadget which is used for communicating. Apart from the gadget there are many other important accessories related to it for example headsets, ear-pods, cases, covers, batteries, chargers, portable chargers etc. Every mobile phone has different accessories and you cannot…
By: Phone Accessories in  Business  >  Sales Management   Oct 02, 2015  
0
  Likes: 0

How MS Word Tips Can Help In Increasing Your Efficiency
Microsoft Word, the ace word processor, which is used by outnumbering people from home and business environments, is among the top products released from this brand. The ease and convenience which people enjoy using this product is large. Using MS Word helps in easily creating files and presentations, without deeply…
By: Herry Willson in  Business  >  Sales Management   Nov 19, 2013  
0
  Likes: 1

Microsoft Buys Skype - Brilliant
Microsoft paid roughly $40/customer from Skype. The business community's first reaction was - ugh! What a waste. However, a few savvy businesspeople chimed - brilliant. What does Microsoft typically pay for a prospect? Probably a penny more than they paid per Skype member. What does your organization pay to acquire…
By: Dale Burks in  Business  >  Sales Management   Mar 06, 2012  
1
  Likes: 0

Choosing LED Motorcycle Headlight Bulb
The led motorcycle headlight bulb is designed to assist the driver to have a clear view of the roadway to a longer distance. This kind of the lights is brighter and longer lasting than incandescent bulbs, compared to the incandescent bulbs. They are an important factor of motorcycle safety. They…
By: COCOChan in  Business  >  Sales Management   Feb 09, 2015  
0
  Likes: 0

Benefits Of Using Motorcycle LED Brake Lights
Due to the development and innovation of LED, there are many products with high stability to appear. It is said that the tried-and-tested JUST LED Technology can offer a flexible solution for luminance purposes. This technique can get the ability to control the properties of LEDs. Therefore, the lighting agents…
By: COCOChan in  Business  >  Sales Management   Nov 14, 2014  
0
  Likes: 0

What is Keyword Density?
Keyword density and placement are important parts of optimizing your articles for search engines. Search engine spiders scan a page in a way that makes it important to place your keywords where they will be detected and recognized as a keyword, so that your article will come up when someone…
By: Makowski Piotr Dariusz in  Business  >  Sales Management   Jun 27, 2015  
0
  Likes: 0

Article Views: 745    Report this Article