The sales pipeline is a set of actions that must be taken by professionals in the field to encourage leads to advance in their buying journeys. In this article, in addition to better understanding what a pipeline is , you will see a step-by-step guide to structure yours and learn about the main performance indicators to monitor results. What is a sales pipeline ? The sales pipeline is a tool that gathers a company’s leads and organizes them according to the negotiation stage they are in. In addition, it defines what actions the sales team must take in each of these stages, with the aim of moving the lead forward in their purchase journey .
Sales pipeline stages In addition to
understanding what a pipeline is , it is important to know its stages. Each of them corresponds to a step taken by the sales professional in his strategy to turn leads into customers. These are the stages of the sales pipeline : Qualification/MQL : in this step, the professional must qualify the leads to understand which ones are more aligned with the persona and which ones are already in more advanced stages of their buying journey, that is, closer to closing a Software Managers Email Lists deal; SAL ( Sales Accepted Lead ) : at this stage, the marketing team has already managed to define which are the ideal leads and they are already educated; Opportunity : at this stage, the lead agreed to talk to a sales professional after qualifying the SDR and has great.
It is at this stage that the sales professional
Will contact the lead once again to answer questions and offer other relevant information about the solution; Closing : It’s time to close the deal. At this stage, the lead is sold or discarded , which makes it clear that it has no interest in the product or service being sold; Gain : final step of the pipeline . Although the pipeline has phases, the lead does not need to follow linearly through all of them The purchasing process is individual. That is, things do not always happen the same way with all leads — after all, we are dealing with human beings, not robots. It may be that, in some cases, leads follow the journey linearly, going through all stages EC Lists of the sales pipeline . However, the professional must be prepared to deal with non-linear journeys. Leads can, for example.
