A sales funnel will show us graphically and numerically the conversion of our contacts each time they advance from one phase to another throughout their entire purchasing process. For example, we could see how many MQLs (Marketing Qualified Leads) become Opportunities for the sales team.
You may find this interesting: Marketing lead management: tools and qualification
This is what a sales funnel would look like:
sales funnel
A pipeline , on the other hand, visually represents the different stages that this contact must go through to go from opportunity to customer. In other words, it focuses on the path that the buyer takes once the sales process begins.
You probably already know what a sales pipeline is, but to make it clearer, here's an example:
pipeline example
1.1 Why is a sales pipeline important?
The sales pipeline is essential for all team members to be able to know and understand the evolution and general state of the company.
Keep in mind that it is a sales tool with a high capacity to offer us control and visibility of the business. It will also be very useful for managing sales work and knowing the productivity of the team.
Through the sales pipeline we can know:
Number of open businesses
Phase in which it is found
Closing and business start dates
Associated income and profits
Sales managers by business
Efficiency of each commercial
Average value over given time periods (average ticket)
2. Steps to create a sales pipeline
There are many things we need to take into account when creating our sales pipeline, but these are the essential steps to get started:
1. Define the stages of your sales process
You must be well aware of the meaning of each of the stages of the sales process that you should have defined in your department.
The meaning of each of these columns refers to the following:
SQL Identification
This is the first phase of the sales process. Here we will place the denmark number for whatsapp sales leads that we have identified and with which we have started the sales process, as long as they meet our Matrix Fit.
Connection Call
This will be our first official meeting. That is, a meeting accepted by the prospect knowing that it is for commercial purposes. Our duty in this meeting is to find out the BANT . If we do not have this information or we have it, but it does not meet our criteria, we will be the ones who stop spending time with them.
Exploratory
Only deals that have passed our BANT will advance to this column. In this case, we must take care to obtain all possible information and, above all, to understand their needs and objectives in order to create a first approximation of how we can solve them with our products or services.
Goal Setting
Presentation of the first proposal approach. We will focus on explaining what we want to offer and why it fits with what they are looking for or need. This will be the time to discuss the negotiation and see if any modifications need to be made until we have the final offer.
Proposal Submitted
We will move the deal to this stage once we have presented the final proposal, knowing that it has the approval of our potential client. Here we will have already defined the contract.
Cattle
