Harnessing The Power of The e-Pipeline

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http://www.tomorrow-people.com/blog - Now that digital data is enabling marketing to gain greater insights into customer buying behaviour, the e-pipeline is a big part of businesses’ sales forecasts.

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Harnessing The Power of The e-Pipeline

  1. 1. Harnessingthe power ofthe e-pipeline www.tomorrow-people.com
  2. 2. Want to know more thanjust the revenue valuesin your pipeline?The e-pipeline can tell you somuch more: www.tomorrow-people.com
  3. 3. Want to know more thanjust the revenue valuesin your pipeline?The e-pipeline can tell you somuch more: How your customers buy, not just how much www.tomorrow-people.com
  4. 4. Want to know more thanjust the revenue valuesin your pipeline?The e-pipeline can tell you somuch more: How your customers buy, not just how much Where you need more resource to move them through the sales cycle www.tomorrow-people.com
  5. 5. Want to know more thanjust the revenue valuesin your pipeline?The e-pipeline can tell you somuch more: How your customers buy, not just how much Where you need more resource to move them through the sales cycle What lead nurturing activities are giving the best results www.tomorrow-people.com
  6. 6. Want to know more thanjust the revenue valuesin your pipeline?The e-pipeline can tell you somuch more: How your customers buy, not just how much Where you need more resource to move them through the sales cycle What lead nurturing activities are giving the best results The shape and velocity of the deals going on www.tomorrow-people.com
  7. 7. To harness the power of thee-pipeline, marketing needs to: www.tomorrow-people.com
  8. 8. To harness the power of thee-pipeline, marketing needs to: Define the sales cycle stages www.tomorrow-people.com
  9. 9. To harness the power of thee-pipeline, marketing needs to: Define the sales cycle stages Establish when a lead becomes a qualified opportunity www.tomorrow-people.com
  10. 10. To harness the power of thee-pipeline, marketing needs to: Define the sales cycle stages Establish when a lead becomes a qualified opportunity Understand customer requirements and align solutions with them www.tomorrow-people.com
  11. 11. To harness the power of thee-pipeline, marketing needs to: Define the sales cycle stages Establish when a lead becomes a qualified opportunity Understand customer requirements and align solutions with them Demonstrate how your solutions can add value. www.tomorrow-people.com
  12. 12. Once a lead has been qualified andpassed to sales, they have to: www.tomorrow-people.com
  13. 13. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal www.tomorrow-people.com
  14. 14. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal Negotiate the right terms www.tomorrow-people.com
  15. 15. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal Negotiate the right terms Empower the customer to make the right decision. www.tomorrow-people.com
  16. 16. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal Negotiate the right terms Empower the customer to make the right decision. To release the power of the e-pipeline, four key data attributes need to be added to your business analysis: www.tomorrow-people.com
  17. 17. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal Negotiate the right terms Empower the customer to make the right decision. To release the power of the e-pipeline, four key data attributes need to be added to your business analysis: 1 Net new opportunities www.tomorrow-people.com
  18. 18. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal Negotiate the right terms Empower the customer to make the right decision. To release the power of the e-pipeline, four key data attributes need to be added to your business analysis: 1 Net new opportunities 2 Conversion rates www.tomorrow-people.com
  19. 19. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal Negotiate the right terms Empower the customer to make the right decision. To release the power of the e-pipeline, four key data attributes need to be added to your business analysis: 1 Net new opportunities 2 Conversion rates 3 Sales cycle length www.tomorrow-people.com
  20. 20. Once a lead has been qualified andpassed to sales, they have to: Create the right proposal Negotiate the right terms Empower the customer to make the right decision. To release the power of the e-pipeline, four key data attributes need to be added to your business analysis: 1 Net new opportunities 2 Conversion rates 3 Sales cycle length 4 Success profiles www.tomorrow-people.com
  21. 21. With thorough research,businesses can use the power ofthe e-pipeline to: www.tomorrow-people.com
  22. 22. With thorough research,businesses can use the power ofthe e-pipeline to: Identify when and where prospects advance to the next stage of the cycle www.tomorrow-people.com
  23. 23. With thorough research,businesses can use the power ofthe e-pipeline to: Identify when and where prospects advance to the next stage of the cycle See when and where others leave www.tomorrow-people.com
  24. 24. With thorough research,businesses can use the power ofthe e-pipeline to: Identify when and where prospects advance to the next stage of the cycle See when and where others leave Find out about landing pages that convert www.tomorrow-people.com
  25. 25. With thorough research,businesses can use the power ofthe e-pipeline to: Identify when and where prospects advance to the next stage of the cycle See when and where others leave Find out about landing pages that convert Develop meaningful success profiles to duplicate for future activities Improve the integrity of the pipeline. www.tomorrow-people.com
  26. 26. If sales and marketing work together, they canmake the e-pipeline more successful to deliver: www.tomorrow-people.com
  27. 27. If sales and marketing work together, they canmake the e-pipeline more successful to deliver: Improved YOY revenue performance www.tomorrow-people.com
  28. 28. If sales and marketing work together, they canmake the e-pipeline more successful to deliver: Improved YOY revenue performance Higher numbers of sales-ready leads www.tomorrow-people.com
  29. 29. If sales and marketing work together, they canmake the e-pipeline more successful to deliver: Improved YOY revenue performance Higher numbers of sales-ready leads Better conversion rates www.tomorrow-people.com
  30. 30. If sales and marketing work together, they canmake the e-pipeline more successful to deliver: Improved YOY revenue performance Higher numbers of sales-ready leads Better conversion rates Shorter sales cycles. www.tomorrow-people.com
  31. 31. To find out more about content www.tomorrow-people.com Marketing Director’s Guide:marketing, download our eGuide How to enable the sales team with hot leadsMarketing Director’s guide:How to enable the sales teamwith hot leads now! www.tomorrow-people.com

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