Pipeliner CRM empowers precision sales management through four functions: lead management, opportunity management, account management, and the war room concept. It discusses how each function is supported through specific features of Pipeliner CRM like reporting, visualization, filtering, and organization tools that provide insights into leads, opportunities, accounts, and sales team performance and progress. Utilizing these features in a war room setting allows managers to efficiently monitor the current sales pipeline, provide guidance, and question representatives on deal rankings and progress towards targets.

1. SALES
MANAGEMENT
THROUGH
PIPELINER CRM

2. “ Management must be learnt just
like any other profession, a foreign
language or a type of sport.
Management is not easy, so it must
constantly be practiced. However,
neither is it more difficult than
other professions, so anyone can
achieve a certain degree of
competence, higher than that of an
amateur.
— Fredmund Malik

3. Many experts believe that utilizing a CRM is
the only way to manage a sales team—and in
fact it is practically impossible to manage
one without it.

4. 1.
Lead
Management
3.
Account
Management
4.
The War Room
Concept
2.
Opportunity
Management
Pipeliner
CRM
Pipeliner CRM empowers precision sales management through CRM via
4 basic functions

5. Effective Lead
Management Through
CRM
Many companies deal with both inbound and
outbound leads.
● Creating a great flow of inbound leads
requires a lot of research and planning.
● Outbound lead campaigns might take
hundreds of calls to make one successful
appointment.
1.

6. Inbound Leads > Outbound Leads
Outbound leads
Starting from square one of
the buying cycle Usually takes
much longer
Inbound leads
Research originated by prospect
Customer already has alignment
with your service/product

7. How many leads do you
need in order to close
enough business?
Inbound leads require a qualification process.
The better the qualifying process — the more
qualified leads for the sales team.
You need to figure out how many:
● leads does a salesperson need to convert
to one opportunity?
● opportunities does a salesperson need for
one close?
Generally, from 200 contacts, only about 7 or 8
will turn into possible sales.

8. An Effective Tool
Pipeliner CRM is the most effective tool you can have for
lead management with features like:
Reporting System
share reports with
your entire team.
Cybernetic Principle
data rendering.
Pivot Table
reduces data to only 2
or 3 indicators.
Archive
feature that shows how
leads are being lost.

9. Precise Opportunity
Management Through
CRM
Opportunity management consists of setting up
a sales process:
● how long a deal takes to make it through
the pipeline
● how long it should take for an opportunity
to make it through each stage of
that pipeline.
2.

10. Visualization
Pipeliner´s instant dynamic visualization provides five different views of
opportunities:
Filter View
instantly filters
data in pipeline. Pipeline View
shows all individual
sales process
stages.
Bubble Chart View
a 3D map of
opportunities. Compact View
view the last time a
prospect was touched,
and other primary
factors
List View
shows all data in a
column/row format.

11. The Target
Pipeliner CRM features five different target
views:
● Unweighted Sales Target - the value of all
opportunities in a pipeline without any closing
probability percentages.
● Weighted Sales Target - the sum of the total
opportunity values in each sales stage, multiplied
by the probability of closure for that sales
process stage.
● Ranked Target - a personal ranking of the
opportunities, from one to five stars.
● Balanced Target - balances the Weighted Target
and the Ranked Target.
● Real Target - represents the actual closed or
won opportunities.

12. “ There are no secrets to
success. It is the result of
preparation, hard work,
and learning from
failure.”
— Colin Powell

13. Precise Account
Management Through
CRM
All accounts are important—but it’s vital to get
them properly classified. Every company will
establish its own parameters - level of revenue,
renewal, maintenance, potential and more.
Having Pipeliner CRM you are empowered you
to create intelligent fields so that you will have
insights into customers, and can properly
prioritize them.
3.

14. Org Chart and Buying Center
Pipeliner CRM has two interrelated features that are vital for account management.
All of this means proper account management.
The Org Chart
visually shows you your
account’s
Hierarchy
where in your prospect
company your buyer
stands, and who they
report to
The Buying Center
visually shows all the
influence on the
purchase, and where it
comes from.

15. The War Room—Crucial
to Sales Success
● Military War Room - physical space in
which generals, officers and battle
coordinators visually plan out battle
tactics and strategies for specific
operations
● Sales War Room - idea is to control and
manage all of your sales resources in one
location, visually available and with all
data present.
4.

16. Pipeliner features you can utilize at War Room Meeting:
Filter View
sales manager can
exclude any specific
deal or stage from the
overall target.
Ranked Target
filter deals by ranking
from 1 to 5 stars.
Example: a rep has ranked a
deal 80%, and the sales
manager could question this:
Do you really think there’s that
much chance that deal will
come in?
Filter by Fitness
green (fit, on target), red
(immediate action
required) or yellow
(attention needed).
Filter by Rep
see the deals for a particular
salesperson.

17. What is the outcome of
such a meeting?
Instant knowledge about your progression in a
particular sales period!
No CRM can perform this kind of instant
visualization except Pipeliner—we’re making an
entire current pipeline visible within seconds

18. For more information email
sales@pipelinersales.com