Identifying how much you need to work your marketing & sales. MODULE 5 Pipeline Identifying how much you need to work your marketing & sales. MODULE 5

5 Your sales pipeline is essential to understand how many opportunities you need to meet your revenue targets, and to determine how much time and attention to give to prospects in each stage of the pipeline.

Your Sales Pipeline

(Promotion activities) Sales Pipeline Outbound: Cold/Warm Calling, Social media outreach, cold email Inbound: Blog, Social Media, Content Curation, Guide, Email marketing In-Person: Networking/Speaking/Exhibitions Lead Generation (Promotion activities) Shows interest Shares contact details Makes contact Initial conversation had Problem/client fit determined Suspect Meeting held to scope requirements in detail Approach determined Resource plan created Qualified Sales presentation made Pricing determined Proposal submitted Proposed Meeting held with client to share feedback Pricing negotiations Win/Lose Value in each? Conversion ratio? Target pipeline size?

Pipeline Tasks Complete the following task: 5.1 Create your standard pipeline