The pipeline clearly shows all stages of sales: from finding and attracting potential clients to successfully concluding a deal. Thanks to such a process visualization scheme, you indonesian numbers can significantly improve efficiency and increase the conversion rate.
The essence of the pipeline
This sales management system is used by companies that have problems converting leads into customers, and it is also common in industries with long sales lead times.
The pipeline helps to improve the quality of relationships, improve the efficiency of sales processes and prevent the loss of potential customers. The main goal is to set up the sales cycle and increase the conversion of leads into regular customers. In addition, this system:
shows the stage at which each individual transaction is, which provides visibility into the trade management process;
makes it possible to identify at what stage of the deal development difficulties in sales arise and to target resources to solve these problems;
helps to create a unified approach to the client;
provides more accurate sales forecasting;
the workload is distributed more effectively between managers.
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Differences between a pipeline and a sales funnel
Although many people think that a sales funnel and a pipeline are the same thing, there are differences between them. A sales funnel reflects the conversion rate at each stage of trading, but does not provide detailed information about a specific transaction and its subsequent success, while a pipeline allows you to monitor each operation from start to finish and predict its success.
The pipeline functions as a task management tool and allows you to plan and control the execution of sales work, record tasks for sellers and track the status of deals. For example, when a manager gives a presentation and sends a commercial offer to a client, the pipeline can update the deal status from "request" to "commercial offer". The next stage is a personal meeting between the manager and the client to sign the contract.
Differences between a pipeline and a sales funnel
The sales funnel is used to evaluate the effectiveness of advertising at each stage of trading, which allows you to identify the reasons for the low conversion of visits to applications and take measures to improve this situation.
The pipeline details the specific steps of working with the client, and not just describes the stages of the sales process.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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