Importance of Keeping a Full Sales Pipeline
Most companies judge their incoming cash flow by their sales pipeline. A sales pipeline
starts first as a prospective lead, then advances to a qualified prospect and finally a
customer or client. What is the importance of keeping a full sales pipeline? Here are ideas on how to keep your pipeline fresh:
1. Marketing program – use telemarketing services to fill your sales pipeline.
Find a qualified telemarketing firm to handle the prospecting and initial appointment setting for you. A quality marketing firm can provide you with market research, cold calling, warm calling, as well as face to face appointments.
2. Time Management – schedule a certain number of hours for prospecting and
follow-up calls. Most business will start with an 80/20 percentage. This would be
80% reaching out to new contacts and 20 % on follow-up calls. Always document
all processes during the prospecting phase. This will provide you needed
information during the entire sales process.
3. Continuity – building your sales pipeline should always be continual and a
number one priority for businesses. Use some type of CRM tool that allows you
to document important details on each attempt made for every contact. Schedule
call backs as needed. Reach out to prospects 5 times then put them on an
alternate month call back schedule.
Once you have established a sales pipeline with both contact names and email
addresses, you can utilize the collected data to announce new products/services through calling and an email blast campaign.
Keeping your sales pipeline full is a constant challenge for all businesses and making it part of your daily sales process helps keep your pipeline fresh.
How do you keep your pipeline full? Rich Enterprises Inc provides marketing programs that can include: Lead generation, appointment setting, market research, email blast campaigns and more!
Check us out: www.richworldwide.com
