Pipeline Management 

Pipeline Management 

Sales Funnel Graphic-1

Talented salespeople are highly valuable resources for your company, and you want to ensure that every hour they spend is applied in the most impactful way possible. A strong pipeline management strategy sets your sales people up to consistently sell more effectively, utilizing the most impactful content, processes and tools. According to research, companies that use sales enablement best practices are 50 percent more likely to achieve or exceed sales quota*.

The foundation of pipeline management is to successfully engage the buyer during each stage of the buyers’ journey, a process that begins with their first interaction with your company – well before sales enters the picture. 

Marketing serves a critical role through lead generation and qualification (technical prospects complete 68 percent of the buyers journey before they engage with sales*) as well as sales content. Supporting technology such as HubSpot CRM and Sales provides critical buyer behavior information, manages handoffs and tasks, provides shortcuts for repetitive tasks, and supports shared KPIs.

By sales and marketing working together, you'll greatly increase your odds of meeting your revenue goals, and create one seamless experience for the prospect -- delivering value and building trust with each touchpoint. 

*Data Source: Research Report -- The State of Sales Enablement, Aberdeen Group;  Research report -- Marketing and Selling through the Buyers Journey

How to Succeed with B2B Buyers Today

noun_171295_787a7d

1. Align your sales and marketing teams.

Get your sales and marketing teams on the same page by setting sales and marketing goals.

noun_1345284_787a7d

2. Define and manage your pipeline stages.

With goals defined, describe your buyers' journey with a defined pipeline that details each step in the sales process.

 

noun_15459_787a7d 

3. Strategize to reach buyers. 

Develop a plan and brainstorm content to reach buyers at every stage of your pipeline. 

pipeline wp

Start Earning Quality Leads by Creating a Healthy Pipeline

Are you frustrated with the number of quality leads you get each month? The engineer's buyers journey has changed, meaning your sales and marketing approach much change as well to show results. Read this white paper to learn how to align your sales and marketing teams and start consistently bringing in quality leads. 

Download White Paper 

Take a Buyer-Centric Approach to Selling 

To succeed in the digital world, marketing and sales must use a smarter, aligned approach to fill the pipeline. In this webinar, learn how to develop and manage your pipeline using a buyer-centric approach and be given a step-by-step guide to create high-performing pipelines through sales and marketing alignment, efficiency, measurement and accountability.

Watch the Webinar

LeadershipConference

The New Buyer's Journey

Buyers have changed the way they buy: have you changed the way you sell?

Instead of looking to trade shows, advertisements or referrals alone, technical B2B buyers are searching for new products and vendors online and reading web content before contacting sales. If you haven't changed the way you sell, your pipeline might be in trouble. Here's the new buyer's journey:

Pic 3 - Funnelnoconnector

 

How can TREW Marketing support my sales team?

  • Smart pipeline management workshop
  • Buyer persona development
  • Account-based marketing campaigns
  • Content development along the buyer's journey
  • Presentation development (Powerpoint, Whiteboard, Video)
  • Sales content development (email templates, case studies, ROI studies)
  • Intelligent lead nurturing workflows
  • Lead scoring
  • HubSpot CRM on-boarding

Start growing your pipeline today with help from TREW.

Contact Us