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.

Pipeline vs sales funnel

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!

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About Rich Enterprises, Inc.

Since 1999, we have helped business across the USA and Canada reach their sales goals. We offer a suite of lead generation, telemarketing and inside sales services, that delivers the magic recipe to ensure your success!

Tracy Rumsey

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Get in touch with us today and let’s start transforming your business.