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Beyond Marketing
Problematic, tools, news, in marketing and beyond to develop ecosystemic vision; are included Inbound Marketing, Content Marketing, Social Media...
Curated by Denis Failly
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Pipeline Stench

It’s amazing the number of sales people and organizations I encounter claiming to have great pipelines.  I look at the pipelines, they are filled with deals.  If the organization has some sort of “coverage” model, for example, 3, 5, or more, they always have the right coverage–there are plenty of opportunities in the pipeline to meet  management’s goals.  But then you start drilling down, you look at age–number of days in a stage, number of days in the pipeline.  I’m certain, I’ve seen deals that go back to the signing of the Magna Carta.  Sales people insist they are good, the customer will start moving forward on the deal any day now.

Denis Failly's insight:

"Too often sales people and managers confuse “full pipelines” with “healthy pipelines."

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On Pipeline Integrity

The funnel/pipeline is a key tool for sales people and managers to assess performance. It provides so many insights beyond knowing whether you will make your
Denis Failly's insight:

"A clean, accurate, high integrity pipeline is always critical. Good or bad, it enables you to know what’s happening and immediately focuses you on the right solutions to achieve your goals."

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Connecting the Buyer's Journey, Your Pipeline and Your Revenue Goals

Connecting the Buyer's Journey, Your Pipeline and Your Revenue Goals | Beyond Marketing | Scoop.it

The changing shape of the buyer's journey has introduced a raft of new issues for sales leaders who are trying to manage sales pipelines and generate accurate revenue forecasts. Prospects are leveraging the internet and business social media to do their research - and engaging sales people later in the decision making process.

In fact, the latest research from the CEB suggests that the typical B2B buying-decision process is 57% complete before a salesperson is even actively involved. By that time, the prospect is a long way down the path of scoping their needs, establishing their priorities, defining their requirements, and short-listing potential solutions

Denis Failly's insight:

Become more efficient by aligning Marketing & Sales , that suppose :

- Share common objectives

- Define by consensus : what is a ideal prospect, a qualified lead

- Identify and eliminate together the hindrances in the buying process

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