Close More Deals with Sales Pipeline Software
The role of any sales department is to facilitate its salespeople to close more deals. However, this may not always be the case as some deals will just slip through where leads fail to convert to customers. This is why it is crucial to consider having sales pipeline software to guide the sales process. You may have heard sales professionals talking about getting prospects into the pipeline. This simply means ensuring strategic sales engagement that will lead to actual sales. A sales pipeline software helps to put things into perspective by visualising your entire sales process from the beginning to the end.
Additionally, you will be able to see at what stage of the sales funnel your deals are, where they are stalling and what activities are generating the most revenue for your business. This platform brings in the aspect of accountability making it easier to achieve goals by breaking down the sales process into small tasks that can be easily tracked.
Some of the common components of a sales pipeline that a sales pipeline software will capture include the following:
This is always the first step of the sales pipeline software because you must first find prospective buyers who are interested in your products, services or experience. The process of prospecting is different for every business. While some businesses may have a dedicated lead generation team, others generate leads by looking at downloadable content, interest from potential clients, cold leads or social media.
At this stage, the aim is to identify prospects who are a great fit for your product or services. This process is important because it helps to avoid spending time on leads who won’t buy your products. You need to separate the hot leads from the cold leads. The lead qualification process entails research and could even involve having a conversation with a prospect. Sales reps must look out for any objections coming from the prospect and ways to overcome them. In cases where objections are not surmountable, then it is a cold lead. While there’s nothing wrong with cold leads the reality is you can’t keep them in the pipeline because they are just nor ready to buy. However, you can have them in another separate category.
This step is simple. Salespeople need to contact prospects they have identified through social media, chat, text, email or phone. It is advisable to have a script for engaging leads.
You need to go beyond the sole agenda of selling to the customer to nurture relationships with potential buyers without annoying them by calling or emailing frequently. You can nurture a relationship by forwarding articles that speak to the prospects’ needs, liking their posts on social media or listening and responding to the objections. This helps to build trust and makes it easy for them to buy from you.
Closing the deal
You need to know how to ask for a sale from the prospect. Some prospects will give you an outright yes while for others, you may have to make concessions to achieve the sale.
Follow up the cold leads
Your sales pipeline software needs to incorporate a follow-up function for the cold leads. While they may have not been ready to buy when you contacted them it doesn’t mean they can’t buy now. You can check periodically to see what they need. They just might have a need or budget that they didn’t have earlier on.
With all these stages, the sales pipeline software comes in to streamline the process to ensure high efficiency that translates to sales. You need to set up these stages to resonate with the activities of your sales team towards bringing in revenue. Sales managers must take time to build the sales pipeline for the business and sales team. It is also important to update it regularly and properly so that you are salespeople have an easy time closing their deals while managers track the sales activities.
Sales pipeline software is an important asset for any business that is keen on knowing how effective its sales process is and at what stage the deals are. Remember to adopt a reasonable approach in the activities that build your pipeline and don’t hesitate to make revisions if you realise your sales pipeline can do better with more or lesser stages. By using this software, you will never let a lucrative deal slip from you because you can simply add deals, follow up on tasks and have a general overview of the progress by looking at your dashboard. Ultimately through this platform, you can be sure your sales reps will meet their target thus growing revenue.