What is a sales pipeline, and why should you care? Check out our SlideShare to find out and much more! Insights included: The 6 steps of a killer sales pipeline Sales pipeline lead scoring How to keep prospects progressing through the sales pipeline 7 top tips for ongoing success

1. What is a sales
pipeline, and
why should
you care?

2. What is a sales pipeline?
Definition:
‘The sales pipeline represents your sales process
consisting of all the sales steps you need to take in
order to sell your product to your customer.’

3. Sales pipelines can become complicated due to:
Multiple sales steps
The varying needs of a prospect
Timelines
The ever-changing probability of closing

4. CLEANING YOUR SALES PIPELINE
Too many stages in your sales pipeline is time-consuming,
difficult to manage and opportunities can be missed.
Too few, and the sales cycle can
feel too urgent and pushy to prospects.
The optimum number of steps in your
sales pipeline should be 6.

5. THE SIX STEPS OF THE PERFECT SALES PIPE
Initial contact
Someone has shown interest in your business
from either a phone call or a form
completion on your website.
1

6. THE SIX STEPS OF THE PERFECT SALES PIPE
Marketing qualification
The prospect has shown enough interest in your
business and is within your target market, so can
be passed on to sales for further qualification.
2

7. THE SIX STEPS OF THE PERFECT SALES PIPE
Sales qualification
There is definitely a need for your product or service,
your product or service is a fit for their company
and would like to meet you wto discuss in more detail.
3

8. THE SIX STEPS OF THE PERFECT SALES PIPE
Meeting
Outline all the capabilities of your product or
service for the prospect and work to solve their
challenges; discuss the finer details including
pricing, implementation and quantity.
4

9. THE SIX STEPS OF THE PERFECT SALES PIPE
Proposal/order form
Send the prospect a proposal outlining why you’re
the full package and why it’s good value. This stage
is where you can get the best indication for
their probability of closing.
5

10. THE SIX STEPS OF THE PERFECT SALES PIPE
Closed sale
The prospect has become a customer.
Remember to check in with them, show you care
about their satisfaction and open conversations to
cross, up and switch-sell opportunities.
6

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12. WHY IS THE SALES PIPELINE SO IMPORTANT?
A well constructed and maintained pipeline
directly impacts how much business you close.
Therefore, neglect your pipeline and risk the money
you take home in your pay packet.
It’s that simple.

13. HOW DOES SCORING A SALES PIPELINE WORK?
Each action in your pipeline will be weighted differently to
show the probability of a prospect becoming a customer.
A scored sales pipeline gives you a clear view of your
sales projections for your current and future months.
Knowing your best prospects will direct your sales efforts.

14. HOW DOES SCORING A SALES PIPELINE WORK?
If yours is lower, you need to overhaul your
follow-up procedure.
On average a prospect
who is sent a proposal will be 60%60%
more likely to become a customer.

15. 0% 10% 60%30% 100%
TYPICAL PROGRESSION
Initialcontact
M
arketing/sales
qualification
M
eeting
Proposal/
orderform
C
losed
sale

16. RATIO
Aim to have 3 times more active opportunities in your
sales pipeline than your actual sales target
and keep them entering the pipeline.
Sales guru S. Anthony Lannarino states,
“It’s an enormous mistake to stop prospecting because
your pipeline is healthy right now.”

17. PIPELINE PROGRESSION
Opportunities rarely progress without action. To push
prospects through your sales pipeline you need to:
Do follow-up calls
Create and send personalized marketing
Deliver product demonstrations
At every stage of the pipeline.

18. 7 top tips for a successful sales pipeline:
1 Automate what you can, e.g follow-up reminders
2 Define your stages clearly so you can associate
sales activities with them easily
3 Take your time with the sale as all prospects buy
at varying times
4 Estimate your close date so that you can better
forecast against your targets

19. 5 Capture as much information possible about
your prospect to deliver a relevant,
personalized service
6 Use technology such as CRM, marketing
automation or business intelligence to manage
and maintain your pipeline
7 Analyze every step to see where you can make
improvements and increase conversion

20. THANKS FOR READING!
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