“

Become a sales pipeline savvy and
increase your sales performance. ”

CLEMENS CZARNECKI
EVP Sales & Marketing EMEA & As...
The Anatomy of a Sales Pipeline
The Body: Sales Steps

The Brain: Probability of Closure
The Heart: Weighted Target

Sales Pipeline – A Quick Guide to Und...
Definition
A Sales pipeline represents your sales process
consisting of all your sales steps you need in order to sell
you...
Definition
Each sales step represents a single or group of actions
that need to be taken in order to complete that specifi...
Advice

“

Having too many stages in the pipeline
is counter-productive. Six is the optimum
number of stages in the pipeli...
Case
A typical sales pipeline could have the following steps
within the sales process:
Initial Contact
Qualification
Meeti...
The Body: Sales Steps

The Brain: Probability of Closure
The Heart: Weighted Target

Sales Pipeline – A Quick Guide to Und...
Definition
The probability of closure shows you the likelihood of
selling your product for that particular sales step.

Sa...
Case
If you need to call 10 prospects in order to close 1 at the
end of the sales cycle, you have a 10 % probability of
cl...
Case
A typical pipeline, as mentioned previously, could have the
following probability of closures for each step:
Initial ...
The Body: Sales Steps

The Brain: Probability of Closure
The Heart: Weighted Target

Sales Pipeline – A Quick Guide to Und...
Definition
Consider your opportunity as a potential sale. In order to
move into the sales pipeline you need to know three
...
“

Weighted target is equal to the sum
of the total opportunity value in each
sales step multiplied by the probability
of ...
Case
If the probability of closure is 10% for a specific stage, and
you add a value to an opportunity, then 10% of that va...
Case
Let’s make a calculation (1 opportunity = $1,000):
Initial Contact – 0 % x 35 opportunities = $0
Qualification – 10 %...
What is a Sales Pipeline ?
Case

“

A Sales pipeline is as a visual
representation of your sales process where
all your opportunities are displayed a...
Case

“

Behind each sales stage within
the sales pipeline is a set of actions that
need to be completed in order to
succe...
Case

“

A Sales pipeline is your performance
analyzer that keeps you focused on
achieving your sales goals and keep track...
Case

“

It’s an enormous mistake to stop
prospecting because your pipeline is
healthy right now.

”

– S. ANTHONY IANNARI...
Phone: 1-888-843-6699

Website: http://pipelinersales.com/
Email: info@pipelinersales.com
© 2013 Pipelinersales Inc.
What is a sales pipeline?
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What is a sales pipeline?

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A sales pipeline describes an approach to selling your product or service, which is better known as your sales process. This is the simple definition of a sales pipeline technique as found on Wikipedia. Most sales professionals have already heard about sales pipeline management techniques. However, we realized that many of them don’t use it. Why is that?

It seems to be that you might not have found any value of using it or you do not know how to build your pipeline. Therefore, I have decided to explain to you.

http://www.pipelinersales.com

Published in: Business, Education

Transcript of "What is a sales pipeline?"

  1. 1. “ Become a sales pipeline savvy and increase your sales performance. ” CLEMENS CZARNECKI EVP Sales & Marketing EMEA & Asia @ pipelinersales.com I am a sales specialist focusing on sales pipeline management. Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  2. 2. The Anatomy of a Sales Pipeline
  3. 3. The Body: Sales Steps The Brain: Probability of Closure The Heart: Weighted Target Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  4. 4. Definition A Sales pipeline represents your sales process consisting of all your sales steps you need in order to sell your product to your customer. Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  5. 5. Definition Each sales step represents a single or group of actions that need to be taken in order to complete that specific phase of the sales process and move to the next one within the sales pipeline. Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  6. 6. Advice “ Having too many stages in the pipeline is counter-productive. Six is the optimum number of stages in the pipeline. ” – DONAL DALY Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  7. 7. Case A typical sales pipeline could have the following steps within the sales process: Initial Contact Qualification Meeting Proposal Close Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  8. 8. The Body: Sales Steps The Brain: Probability of Closure The Heart: Weighted Target Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  9. 9. Definition The probability of closure shows you the likelihood of selling your product for that particular sales step. Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  10. 10. Case If you need to call 10 prospects in order to close 1 at the end of the sales cycle, you have a 10 % probability of closure for that step. Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  11. 11. Case A typical pipeline, as mentioned previously, could have the following probability of closures for each step: Initial Contact – 0% Qualification – 10% Meeting – 30% Proposal – 60% Close – 100% Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  12. 12. The Body: Sales Steps The Brain: Probability of Closure The Heart: Weighted Target Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  13. 13. Definition Consider your opportunity as a potential sale. In order to move into the sales pipeline you need to know three parameters. Who are you selling to? What is the value? What is the potential closing date? Each sales opportunity has its own specific value Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  14. 14. “ Weighted target is equal to the sum of the total opportunity value in each sales step multiplied by the probability of closure for that step. ” – DAVID BROCK Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  15. 15. Case If the probability of closure is 10% for a specific stage, and you add a value to an opportunity, then 10% of that value contributes to the weighted target. Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  16. 16. Case Let’s make a calculation (1 opportunity = $1,000): Initial Contact – 0 % x 35 opportunities = $0 Qualification – 10 % x 20 opportunities = $2,000 Meeting – 30 % x 10 opportunities = $3,000 Proposal – 60 % x 5 opportunities = $3,000 Close – 100 % x 2 opportunities = $2,000 Weighted TARGET = $10,000 Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  17. 17. What is a Sales Pipeline ?
  18. 18. Case “ A Sales pipeline is as a visual representation of your sales process where all your opportunities are displayed and neatly arranged according to their phase in your sales cycle. ” Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  19. 19. Case “ Behind each sales stage within the sales pipeline is a set of actions that need to be completed in order to successfully finish that stage and move the opportunity to the next stage. ” Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  20. 20. Case “ A Sales pipeline is your performance analyzer that keeps you focused on achieving your sales goals and keep track of the health of your sales pipeline. Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management ”
  21. 21. Case “ It’s an enormous mistake to stop prospecting because your pipeline is healthy right now. ” – S. ANTHONY IANNARINO Sales Pipeline – A Quick Guide to Understand Sales Pipeline Management
  22. 22. Phone: 1-888-843-6699 Website: http://pipelinersales.com/ Email: info@pipelinersales.com © 2013 Pipelinersales Inc.

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