Sales Pipeline

Sales Pipeline

Sales Pipeline Jonathan Poland

A sales pipeline is a visual representation of the sales process, from the initial contact with a potential customer to the closing of a deal and the ongoing management of the customer relationship. The pipeline is typically depicted as a funnel, with a large number of potential customers at the top, and a smaller number of actual customers at the bottom.

As the potential customers move through the various stages of the sales process, the number of accounts at each stage decreases, reflecting the fact that not all potential customers will become actual customers. By tracking and managing their sales pipeline, businesses can better understand the progress of their sales efforts and identify opportunities for improvement. The following are common stages of a sales pipeline:

Lead
A lead is a contact who is viewed as a potential customer. The process of generating leads typically involves research and lead acquisition processes such as advertising. It is often a marketing or sales operations activity.

Lead Qualification
Lead qualification is a process of filtering out leads based on factors such as finances, budget, authority, needs and timeline.

Opportunity
An opportunity is a qualified lead who is engaged in conversation with your salespeople.

Needs Analysis
Needs analysis is a meeting with opportunities to discover their needs and present what you have to offer.

Proposal And Quote
A formal proposal for a deal along with an initial quote.

Sales Negotiation
Negotiation to get to the real price and terms.

Close
Agreement on a deal and receipt of a purchase order.

Win Loss Analysis
A process of learning from each close or lost deal.

Customer Relationship Management
The ongoing process of managing the relationship with the customer such as delivery, customer service, billing and cross-selling. In many cases, each account is assigned a sales representative who is responsible for the customer lifetime value for a portfolio of accounts.

Learn More
Variable Pricing Jonathan Poland

Variable Pricing

Variable pricing is a pricing strategy in which prices are set based on real-time data and can vary depending on…

Performance Improvement Plan Jonathan Poland

Performance Improvement Plan

A performance improvement plan (PIP) is a formal document that outlines specific goals and objectives that are assigned to an…

Scarcity Marketing Jonathan Poland

Scarcity Marketing

Scarcity marketing is a strategy that involves creating a perception of limited availability for a product or service. This strategy…

Capital Jonathan Poland

Capital

Capital is an asset that is expected to produce future economic value. It is a productive resource that is used…

Organizational Culture Jonathan Poland

Organizational Culture

Organizational culture refers to the shared beliefs, values, customs, behaviors, and symbols that characterize an organization and differentiate it from…

Inventory 150 150 Jonathan Poland

Inventory

Understanding inventory is crucial for the successful operation of many businesses. Inventory is a broad area with many facets, and…

What are Tactics? Jonathan Poland

What are Tactics?

Tactics are short-term, immediate strategies that are designed to respond to fast-changing realities and situations. They are focused on taking…

Qualitative Data Jonathan Poland

Qualitative Data

Qualitative data refers to information that is expressed in a language such as English and cannot be easily quantified or…

Relationship Building Jonathan Poland

Relationship Building

Relationship building is the act of establishing and maintaining social connections with others. This is a crucial business skill that…

Content Database

Search over 1,000 posts on topics across
business, finance, and capital markets.

Analytics Jonathan Poland

Analytics

Analytics is the practice of analyzing data in order to draw insights and inform business decisions. This can include analyzing…

Rebranding Jonathan Poland

Rebranding

Rebranding is the process of making significant changes to a company’s brand in order to alter the way it is…

Organization 101 Jonathan Poland

Organization 101

A business organization is a group of individuals or entities that come together to pursue a common business goal or…

Decision Framing Jonathan Poland

Decision Framing

Decision framing refers to the way in which a choice or dilemma is presented or structured. This includes the language…

Time to Volume Jonathan Poland

Time to Volume

Time to volume is a marketing metric that measures the time it takes for a new product to go from concept to launch and reach a significant level of sales or usage.

Income Statement Jonathan Poland

Income Statement

An income statement is a financial statement that shows a company’s revenues, expenses, and profits over a specific period of…

Business Development Jonathan Poland

Business Development

Business development is a multifaceted discipline that involves identifying and pursuing opportunities to grow a business. It’s a combination of…

Work Quality Jonathan Poland

Work Quality

Work quality refers to the value or merit of the work that is being performed by an individual, team, or…

Magical Thinking Jonathan Poland

Magical Thinking

Introduction to Magical Thinking Magical thinking is a type of irrational belief that involves attributing causality to events that are…