What are your best strategies for growing your sales pipeline?

Your sales pipeline captures the journey sales reps carry out, from their first point of contact with a prospect, through to a close. Following a solid sales process is at the heart of sales efficiency. Typically, your sales pipeline has five stages. These are:

1. Prospecting: This involves the use of outbound techniques such as cold calling and inbound tactics (including content marketing), to identify possible prospects who resemble your buyer persona.
2. Qualification: This is where prospects are assessed against certain criteria to identify if they are worth following up. For example, do they have the budget to spend and are they looking to buy?
3. Proposal: Once a prospect has been qualified, sales reps need to present a proposal to demonstrate how their product/service can solve the prospect’s issue.
4. Decision: Based on what the sales rep presents, the prospect will decide whether or not to buy.
5. Repeat business: Once a purchase has been made, sales reps use proven tactics to stay in touch, nurture the relationship and encourage further sales or referrals.