Best Practices for B2B Sales - Sales Pipeline

This blog series focused on best practices related to the sales pipeline.

This blog introduces 6 different best practices related to the sales pipeline.  These best practices support other best practices across the other best practice blog themes of:

  • Opportunity Management
  • Sales Management Process
  • Sales Analytics

There are 4 blog posts that make up this series.  The first blog is an introduction to the topic, the other three blogs each cover two of the best practice areas. 

Best Practices for B2B Sales – Sales Pipeline

An accurate sales pipeline is foundational to an accurate sales forecast.  The sales pipeline is a collection of individual sales opportunities, each with different buyers,  different sales reps, different products and/or territories and each at various stages of the buying journey.  With as little as 10 sales reps and each sales rep having 20 opportunities, that  sales pipeline accuracy becomes a challenge.

This blog identifies six best practices related to managing the sales pipeline and understanding what is real.

Best Practices For B2B Sales-Sales Pipeline Data & Process Improvement

This blog reviews best practices related to two of the six tactical best practices outlined in the previous blog in this series.  It focuses on:

  • The ability to easily update the sales pipeline on a regular basis – an accurate sales pipeline requires an always up-to-date information in the CRM, here is how to accomplish that.
  • Sales process review and improvement – an accurate sales pipeline requires a consistent sales process

Best Practices for B2B Sales – Proactive Follow Up & Content Delivery

This blog focuses on guided hygiene to insure sales pipeline reality and guided selling to strategically provide content and insights to the prospect at the right time to move the opportunity forward.  It accomplishes this through:

  • Guided hygiene alerts – proactive follow up with the opportunity to make sure everything is current.
  • Guided selling alerts – strategic follow up to move the opportunity forward

Best Practices for B2B Sales-Pipeline Monitoring & Closing Deals

This blog focuses on methods for monitoring the sales pipeline from different perspectives based on different roles within the organization and on how to monitor leads most likely to close through AI driven scoring of opportunity health

ROI Analysis:

Understand the ROI of AI for Sales Forecasting

Research conducted by Washington University found companies using AI for Sales Forecasting and Sales Pipeline Management were able to:

  • Handle 19% more opportunities per year
  • Make 58% more money per sale
  • Reduce sales cycle by up to 59%

SiriusDecisions Research:

Foundation of an Accurate Sales Forecast

SiriusDecisions Service Director, Dana Therrien, illustrates the foundation of an accurate sales forecast. Learn how artificial intelligence increases sales effectiveness and changes how sales teams operate on a daily basis.

Expert Webinar:

A Structured Approach to Driving Holistic Predictable Revenue

In this webinar we cover:

  • Top 3 challenges to deliver an accurate forecast
  • Examples of a well structured sales proocess
  • The building blocks and advanced capabilities that support an accurate forecast