MENU
(602) 943-7111

3 Ways to Streamline Sales Pipeline Development

streamline sales pipeline development

Every healthy B2B company has a strong sales pipeline. Developing that robust pipeline can be tough. It requires you to contact lots of people who might have an interest in your offering and to follow up consistently so you are present at the correct point in the buying cycle.

If you’re currently rethinking sales pipeline development for your organization, pay close attention to the following proven strategies:

1. Be visible

Any time a prospective customer starts looking for solutions to a critical business issue that you can address, they had better be able to find you.

For many B2B brands, trade shows are great places to gain visibility. Setting up a booth at an industry trade show not only puts your business in front of contacts you may otherwise not have engaged – it also gives you an opportunity to talk to people in your target audience, find out what their critical business issues are and discover whether you can help them.

You’ll also collect lots of contact information. This is important because the follow-up is where you’ll qualify these leads and begin the sales process. Here are some ways to connect with more leads at trade shows:

  • Phone reminders: Why cross your fingers that a potential customer will stumble upon your booth? Placing calls to attendees and providing a compelling reason to visit your booth ensures that people will stop by.
  • Handouts: A meaningful handout can help people distinguish your company from others at the trade show.
  • Panels: While you’re at the trade show, join a panel discussion or even (gasp!) consider delivering a presentation at the event. You’ll establish immediate credibility with everyone in attendance and distinguish yourself within your niche.

2. Use the most effective tools – and commit to them

Let’s say you’ve gathered a lot of contact information from potential prospects. Maybe it’s a list you’ve built over several months using various tactics. Maybe it’s a bowl full of business cards from trade shows. In any case, it’s time to add contact details to your CRM application.

But what happens after you add contact info to your database? Is your team using that contact information to follow up with targets, or is your lead generation process a hodgepodge of emails, spreadsheets, and calendar notifications? If your team isn’t committed to using a common tool and following a common process for managing contact information, valuable leads are bound to slip through the cracks.

In the end, a CRM application is only as valuable as you make it. Be sure every team member receives training on how to use your tool of choice and understands the consequences of circumventing your established processes.

3. Choose tactics wisely

Tactics matter. If you’re not communicating with targets in a way that draws a straight line between their critical business issues and your solutions, you’re likely not going to be considered a viable provider. And while there are lots of ways to communicate value to your audience, there’s one tactic that often trumps all others.

Phone calls. Dialing a number and having a conversation. Simple as that.

Picking up the phone works because it gives you an unparalleled opportunity to:

  • Confirm the prospect’s critical business issues and their readiness to address them
  • Identify the decision-maker or makers at the organization
  • Determine whether there is a budget in place
  • Establish a timeline for their decision-making process

In other words, placing calls is the best way to qualify leads, establish rapport and determine the most appropriate next steps. It also streamlines the sales cycle and helps you determine who is a potential buyer and who is not.

Intelemark can help you qualify your leads through a sophisticated calling campaign that’s tailored to meet your objectives. Contact us today to learn more!

Tags
80/20 rule Account-Based Marketing Account-Based Marketing Techniques acquisition Ad Campaign Management ambiverts American Business Press Analytics for Demand Generation Analytics for Marketing Strategy anxiety Appointment Setting automation B2B Appointment Setting B2B Brand Awareness B2B buyers B2B Call Centers B2B Demand Generation B2B Digital Marketing B2B Lead Conversion B2B lead generation B2B Lead Generation Companies B2B Lead Generation Services B2B Lead Generation Strategy B2B Lead Generation. Appointment Setting B2B Marketing B2B Marketing Agency B2B Marketing Approaches B2B Marketing Best Practices B2B Marketing Case Studies B2B Marketing Expertise B2B Marketing Metrics B2B marketing Partners B2B Marketing Resources B2B Marketing Strategies B2B Marketing Success B2B Marketing Tactics B2B Sales B2B Sales Funnel Optimization B2B Sales in Healthcare B2B Sales Lead Generation B2B Sales Lead Qualification B2B Sales Leads B2B Sales Pipeline Growth B2B Sales Tactics B2B Salespeople B2B service providers B2B Software Selling B2B Telemarketing B2B Telesales billboards Brand Awareness Brand Awareness Tactics Burnout business development Business Development in Technology Industry Business Development Services Business Development Strategies Business Development Tactics Business Growth Indicators Business Growth Methods Business Growth Solutions Business Growth Strategies Business Growth Tactics Business Marketing Tactics Business Sales Growth Business Strategies buyer personas Buying Process C-Suite executives Call Center Efficiency Call Center Sales Calling Campaign Calling Campaigns Campaign case studies chronic stress churn Client Acquisition Strategies Client Reactivation client relationships Client Retention client satisfaction clinicians close rate Clutch COIVD-19 cold calling Cold Calling Tactics Cold Calling Tips collateral communications competitive advantage competitive intelligence connect consistent lead generation content Content Management Systems content marketing Content Marketing Examples Content Marketing for Demand Content Marketing for Growth Content Marketing in B2B content Marketing Strategies Content Marketing Tactics Content Strategy for Demand Generation Converison Rate Optimization conversion Conversion Optimization conversion rates convert leads Cost Control in Healthcare COVID COVID-19 CRM CRM and Lead Management CRM for Call Centers CRM for Demand Generation CRM Integration Strategies Cross-Functional Team Success Custom Marketing Solutions customer acquisition Customer Acquisition Approaches Customer Acquisition Costs Customer Acquisition Digital Customer Acquisition for Business Customer Acquisition in SaaS Customer Acquisition Methods Customer Acquisition Metrics Customer Acquisition Strategies Customer Acquisition Techniques customer attrition Customer Engagement Techniques Customer Engament Tools Customer Journey Mapping customer Journey Optimization customer lifetime value customer loyalty Customer Reactivation Customer Reactivation Services Customer Reactivation strategies customer retention Customer Retention Services customers Customes Relationship Management daily routines Database Cleanup Demand Creation Best Practices Demand Generation Demand Generation KPIs Demand Generation Roles Demand Generation Software Demand Generation Strategies Demand Generation Tactics Demand Generation Techniques depression digital ads Digital Advertising Solutions Digital Lead Generation Digital Marketing Digital Marketing Analytics Digital Marketing Best Practices Digital Marketing Colaboration Digital Marketing for B2B Digital Marketing Insights Digital Marketing Metrics Digital Marketing Solutions Digital Marketing Strategies Digital Marketing Success Stories Digital Marketing Tactics digital marketing traditional marketing Digital Marketing Trends Digital Sales Tactics Direct mail doctors dormant customers e-books E-commerce Growth Strategies Efective Lead Generation Tactics Effective Demand Creation Effective Lead Generation Strategies Effective Lead Qualification Methods email marketing Email Marketing Successes Email Marketing Tools Emergency Telemarketing emotionally stable employee satisfaction Enterprise SaaS Sales Strategies Enterprise-Level Sales Approaches Event Registration Events exercise extroverts Facebook Facebook Advertising SEM follow-up full sales pipeline gated content goal-oriented goals Google Ads Growth Marketing Strategies hand sanitizer hand washing Harvard Business Review health health system healthcare Healthcare Data Security healthcare facilities healthcare industry Healthcare Leads healthcare organizations healthcare professionals healthcare providers Healthcare Sales Strategies healthcare system Herbert Freudenberger High-Value Sales Techniques HIPAA holiday celebrations Holidays home schooling homeschooling Hootsuite hospital administrators hospital executives Hospital Financial Operations Hospital Staffing Solutions hospitals How to Increase Sales inactive customers Inbound Call Center Services inbound marketing Inbound Marketing Alignment Inbound Marketing for B2B Inbound Marketing Services Inbound Marketing Skills Inbound Marketing Strategies Inbound Marketing Stratgies Inbound vs Outbound Marketing infographics Innovative Marketing Approaches Integrated Marketing Strategies Intelemanage Intelemark Intelmark introverts isolation Key Performance Indicators Landing Page Optimization lapsed customers Lead Conversion Lead Engagement lead flow Lead Generation Lead Generation Analysis Lead Generation Companies Lead Generation company Evaluation Lead Generation for B2B Lead Generation in B2B Lead Generation Online Lead Generation Return on Investment Lead Generation ROI Lead Generation Services Lead Generation Strategies Lead Generation Techniques Lead Generation Technologies Lead Management Lead Nurturing Lead Nurturing Processes Lead Nurturing Techniques Lead Qualification Lead Services leads LinkedIn loyal customers magazines Market Impact Strategies Marketing Marketing Agency Services Marketing Analytics and Insights Marketing and Sales Marketing and Sales Alignment marketing automation Marketing Automation Expertise Marketing Automation for Demand Marketing Automation in B2B Marketing Automation Systems Marketing Automation Tools Marketing Budget Optimization Marketing Camapign ROI Marketing Campaign Planning Marketing Campaigns Marketing Data Analysis Marketing Frameworks Marketing Funnel Optimization Marketing Outsourcing Marketing ROI Marketing ROI Analysis marketing ROI Measurement Marketing Services Marketing Specialist Strategies Marketing Strategy Comparison Marketing Strategy Development Marketing Strategy Examples Marketing Strategy Tools Marketing Stratgy Comparison Marketing Success Metrics Maximizing Marketing Returns McGraw-Hill Research McKinsey medical centers medical device medical devices medical equipment medical professionals medtech messaging Millennials Multi-Channel Marketing Multi-Channel Marketing Approach Multi-Channel Marketing Campaigns New Markets New Normal Normal nurses Online Advertising Online Brand Development ONline Business Growth ONline Engagement Metrics ONline Lead Generation Techniques Online Marketing Platforms Outbound Call Center Outbound Lead Generation outbound marketing outbound telemarketing outreach outsource Outsourced Marketing Solutions Outsourced Sales Support outsourcing Outsourcing Strategies Pain Points pandemic Pareto Principle patient care patient experience Patient Satisfaction Metrics Pay Per Click Advertising Performance Metrics in Lead Gen Performance Tracking in Marketing personality traits podcasts Post Traumatic Growth Post Traumatic Stress Disorder PPC Lead Generation procrastination procurement productivity Profit Maximization prospecting prospects PTSD purchasing agents Q1 Q2 Qualified B2B Appointment Qualified Leads qualified prospects quality leads radio Randi Rotwein-Pivnick Randi Rotwein-Pivnick anxiety re-engagement referrals Regulatory Compliance in Healthcare relationship building relevant content retention return on investment Revenue Cycle Management Revenue Growth ROI ROI Enhacement ROI in B2B Marketing ROI in Demand Generation ROI in PPC SaaS Marketing Tactics Saas Product Positioning SaaS Sales Cycle Management Sales Sales Account Based Marketing Sales and Marketing Alignement Sales and Marketing Alignment Sales and Marketing Integration Sales Boosting Sales Boosting Techniques Sales Call Optimization Sales Conversion sales cycle Sales Enablement Consulting Services sales follow-up Sales Funnel Development Sales Funnel Effectiveness Sales Funnel Efficiency Sales Funnel Management Sales Funnel Optimization Sales Funnel Optimization Examples Sales Funnel Strategies Sales Insourcing Services Sales Intelligence Sales Lead Management Sales lead Sourcing Sales Leads Sales Leads Services sales metrics sales organization sales performance sales pipeline Sales Pipeline Development Sales Pitch Development Sales Process Sales Process Improvement Sales Prospecting Sales Prospecting Tools sales representatives Sales Skills Training Sales Strategies Sales Tactics Sales Team Sales Team Efficiency Sales Team Performance salespeople Scottsdale AZ Scottsdale AZetention SDR self-care self-quarantine selling to hospitals SEO SEO for Demand Generation SEO Optimization Tools shelter at home sleep Smarketing social distancing social media Social media engagement Social Media Marketing Social Media Marketing Tools Social Media Strategy Social Selling Sprout Social stay positive stay-at-home staying connected Staying Safe strategies Strategy stress Succesful Demand Generation supply chain surgery centers Surveys: Market Research & Customer Feedback surviving the new normal Talk Walker Target Audience target market Target Market Expansion Targeted Advertising Targeted Lead Acquisition targeting prospects Technological Upgrades in Hospitals technology Tele Sales Techniques Telemarketing Telemarketing Consulting Telemarketing Services Telemarketing Strategies Telemarketing Techniques Telephone Sales Telesales Performance time management trade shows Tradeshow Support TrustRadius TV Twitter Unified Marketing and Sales Goals Value Proposition VAR Communication Vendor Assessment for Lead Gen videos warm leads webinars website Wellness white papers win back work from home work remotely Zoom

© Copyright 2019 Intelemark, LLC. All Rights Reserved.

Privacy Sitemap | Facebook Linkedin Twitter