Sales pipeline management is a critical B2B sales tool to maximise results.
According to research conducted by marketing automation business Hubspot & the US Sales Management Association, companies that train sales managers on pipeline management had 9% greater revenue growth than those that don’t. Here’s some tips for getting the most out of this essential tool.
What is a sales pipeline?
Simply put, a sales pipeline is a systematic, visual representation of the steps in the sales process required to sell your product or service to your customer. Not only does the sales pipeline allow you to quickly see the status of each prospect, with the addition of weighted values for each stage (see below), you have at your disposal a powerful tool helping predict future revenue flows and analyse the health of your sales operations. The steps of the pipeline vary according to the nuances of your business, but should be no more than five - seven stages. At
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