[et_pb_section fb_built=”1″ _builder_version=”4.27.4″ _module_preset=”default” global_colors_info=”{}”][et_pb_row column_structure=”1_2,1_2″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”1_2″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n
When sales opportunities increase, relying on memory, emails or an Excel spreadsheet can become risky.<\/span><\/p>\n A quote is sent and then forgotten.<\/span> The problem is not necessarily a lack of customer interest.<\/span><\/p>\n What is often missing is simply a clear way to understand <\/span>where each deal stands and what needs to happen next<\/span><\/strong>.<\/span><\/p>\n This is where a sales pipeline comes in.<\/span><\/p>\n [\/et_pb_text][\/et_pb_column][et_pb_column type=”1_2″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” background_color=”#f4f8ff” custom_margin=”||-10px||false|false” custom_padding=”24px|24px|24px|24px|false|false” border_radii=”on|10px|10px|10px|10px” border_color_all=”#0C71C3″ border_width_left=”3px” global_colors_info=”{}”]<\/p>\n In brief<\/span><\/strong><\/p>\n A sales pipeline helps you keep track of opportunities, understand where each deal stands and identify what needs to happen next.<\/span><\/p>\n A simple pipeline should make it easy to see:<\/span><\/p>\n The goal is not to create a complex sales process, but to make sure no opportunity is lost simply because the next step was forgotten.<\/span><\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_code _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n <\/p>\n <\/p>\n <\/p>\n <\/p>\n <\/p>\n <\/p>\n <\/p>\n <\/p>\n <\/p>\n <\/ul>\n <\/div>\n [\/et_pb_code][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” custom_css_free_form=”what-is-sales-pipeline” global_colors_info=”{}”]<\/p>\n A sales pipeline represents the different stages a sales opportunity goes through.<\/span><\/p>\n In practice, it helps you visualize the journey from a contact\u2019s first interest to the closing of the deal.<\/span><\/p>\n A simple pipeline could look like this:<\/span><\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” background_color=”#0C71C3″ border_radii=”on|10px|10px|10px|10px” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” background_color=”#0C71C3″ global_colors_info=”{}”]<\/p>\n New lead \u2192 Contacted \u2192 Qualified \u2192 Quote sent \u2192 Negotiation \u2192 Closed won \/ lost<\/strong><\/span><\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n Each opportunity is placed in the stage that best describes its current status.<\/span><\/p>\n Instead of having a simple list of contacts, you can quickly understand:<\/span><\/p>\n A sales pipeline is therefore not just a way to \u201csee your sales\u201d.<\/span><\/p>\n Above all, it helps you understand <\/span>what needs to happen next<\/span><\/strong>.<\/span><\/p>\n [\/et_pb_text][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” hover_enabled=”0″ custom_css_free_form=”why-sales-pipeline” global_colors_info=”{}” sticky_enabled=”0″]<\/p>\n Imagine having ten open quotes.<\/span><\/p>\n Without a structured process, your information could be scattered across:<\/span><\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=”1_2,1_2″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”1_2″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” background_color=”#f7f7f7″ custom_margin=”||-10px||false|false” custom_padding=”24px|24px|24px|24px|false|false” border_radii=”on|10px|10px|10px|10px” border_color_all=”#0C71C3″ border_width_left=”3px” global_colors_info=”{}”]<\/p>\n Without a pipeline<\/span><\/strong> [\/et_pb_text][\/et_pb_column][et_pb_column type=”1_2″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” text_line_height=”1em” background_color=”#f4f8ff” custom_margin=”||-10px||false|false” custom_padding=”24px|24px|24px|24px|false|false” border_radii=”on|10px|10px|10px|10px” border_color_all=”#0C71C3″ border_width_left=”3px” global_colors_info=”{}”]<\/p>\n With a pipeline<\/span><\/strong> [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” custom_padding=”||40px|||” global_colors_info=”{}”]<\/p>\n The problem appears when you need to answer a very simple question:<\/span><\/p>\n Which customers do I need to contact today?<\/span><\/strong><\/p>\n If answering that question requires checking emails, notes and different files, your sales process depends too much on individual memory.<\/span><\/p>\n A pipeline gives you an immediate view of your opportunities and their status.<\/span><\/p>\n Sales management therefore becomes a shared process rather than a series of personal reminders.<\/span><\/p>\n [\/et_pb_text][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” hover_enabled=”0″ custom_css_free_form=”simple-sales-pipeline” global_colors_info=”{}” sticky_enabled=”0″]<\/p>\n One of the most common mistakes when building a pipeline is creating too many stages.<\/span><\/p>\n For example:<\/span><\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” background_color=”#f7f7f7″ custom_margin=”-20px||||false|false” custom_padding=”10px|20px||20px|false|false” border_radii=”on|10px|10px|10px|10px” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” background_color=”#f7f7f7″ global_colors_info=”{}”]<\/p>\n New contact \u2192 First contact \u2192 Second contact \u2192 Interested \u2192 Very interested \u2192 Demo \u2192 Quote \u2192 Quote opened \u2192 Quote reviewed \u2192 Negotiation \u2192 Almost closed \u2192 Closed<\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n On paper, this may look very precise.<\/span><\/p>\n In practice, however, it becomes difficult to understand when an opportunity should actually move from one stage to another.<\/span><\/p>\n For a small business, it is often better to start with just a few clear stages.<\/span><\/strong><\/p>\n A simple structure could be:<\/span><\/p>\n A new contact or request has arrived.<\/span><\/p>\n You have not yet verified whether there is a real sales opportunity.<\/span><\/p>\n The first contact has taken place.<\/span><\/p>\n For example:<\/span><\/p>\n You have confirmed that there is a real need and that the opportunity is worth pursuing.<\/span><\/p>\n Not every contact should necessarily become a sales opportunity.<\/span><\/p>\n A commercial proposal has been prepared and sent.<\/span><\/p>\n From this point on, it becomes particularly important to have the next follow-up already defined.<\/span><\/p>\n The customer is evaluating the proposal and there may be requests, changes or comparisons underway.<\/span><\/p>\n The deal has been completed.<\/span><\/p>\n It can be:<\/span><\/span><\/p>\n [\/et_pb_text][et_pb_code _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”]Won<\/span>Lost<\/span>[\/et_pb_code][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” hover_enabled=”0″ global_colors_info=”{}” sticky_enabled=”0″]Lost opportunities are useful too, because they help you understand why some deals do not turn into sales.<\/span><\/p>\n Knowing which stage a deal is in is not enough.<\/span><\/p>\n It should also be clear <\/span>who is responsible for it<\/span><\/strong>.<\/span><\/p>\n Every opportunity should therefore have at least one owner.<\/span><\/p>\n This avoids situations such as:<\/span>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.9″ _module_preset=”default” background_color=”#f7f7f7″ custom_padding=”|20px||20px|false|false” border_radii=”on|10px|10px|10px|10px” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.9″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” background_color=”RGBA(255,255,255,0)” global_colors_info=”{}”]<\/p>\n \u201cI thought you had called them.\u201d<\/span> [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.27.4″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.27.4″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.9″ _module_preset=”default” text_font=”–et_global_body_font||||||||” text_text_color=”#000000″ hover_enabled=”0″ global_colors_info=”{}” sticky_enabled=”0″]<\/p>\n Every open opportunity should have a next step.<\/span><\/strong><\/p>\n For example:<\/span><\/p>\n A deal without a next activity can easily come to a standstill.<\/span><\/p>\n The pipeline tells you <\/span>where the opportunity is<\/span><\/strong>.<\/span><\/p>\n The next activity tells you <\/span>what you need to do to move it forward<\/span><\/strong>.<\/span><\/p>\n They are two different pieces of information, but they need to work together.<\/span><\/p>\n It is precisely the absence of this mechanism that often leads to forgotten quotes and customers.<\/span><\/strong><\/p>\n On this topic, you can also read <\/span>Why you lose customers \u2014 and how to stop forgetting follow-ups<\/span><\/strong><\/a>.<\/span><\/p>\n You do not need dozens of fields to get started.<\/span><\/p>\n A few useful pieces of information may be enough.<\/span><\/p>\n For example:<\/span><\/p>\n
A customer asks to be contacted the following week, but nobody follows up.<\/span>
A deal still appears to be open, even though it has actually been inactive for weeks.<\/span><\/p>\n\n
<\/p>\n
What is a sales pipeline?<\/span><\/h3>\n
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Why a pipeline helps you avoid losing opportunities<\/span><\/h3>\n
Email \u00b7 calendar \u00b7 Excel \u00b7 WhatsApp \u00b7 personal memory<\/span><\/p>\n
Opportunity \u00b7 stage \u00b7 owner \u00b7 next activity \u00b7 deadline<\/span><\/p>\nA simple pipeline is often better than a complex one<\/span><\/h3>\n
1. New lead<\/span><\/h3>\n
2. Contacted<\/span><\/h3>\n
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3. Qualified<\/span><\/h3>\n
4. Quote sent<\/span><\/h3>\n
5. Negotiation<\/span><\/h3>\n
6. Closed<\/span><\/h3>\n
Every opportunity should have an owner<\/span><\/h3>\n
\u201cI thought someone was already following up on the quote.\u201d<\/span><\/p>\n\n
Every open opportunity should have a next activity<\/span><\/h3>\n<\/blockquote>\n
This is probably the most important rule.<\/span><\/h2>\n
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What information should be associated with each opportunity?<\/span><\/h3>\n
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