Lead Pipe Management
According to Benjamin
Head of Account Development
Ignition Program
What is a lead pipeline ?
How to keep your pipeline up to date in an optimal way?
What is a lead pipeline ?
A lead pipeline illustrates the theoretical sales path to the purchase or consumption of goods. It allows you to follow your prospects through the various stages of your sales process. A lead pipeline shows the number of deals that sales managers need to close in a certain period of time, and the probability of signing these deals.
Thus, the pipe is divided into several sections:
- Identification of prospects
- First contact
- First meeting
- Deal follow-up
- Négociation and closing
How to keep your pipeline up to date in an optimal way?
Some tips for managing your sales pipeline:
- Don’t forget to follow up on the leads you contact
- Focus on the most likely leads to convert
- Drop dead leads
- Monitor important metrics
- Update your pipeline regularly
- Standardise acquisition procedures
- Use a CRM for optimal management
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