Sales pipeline management software

 

What is a sales pipeline? A sales pipeline is a visual representation of where each prospect is in the sales process. It helps you identify next steps and any roadblocks or delays so you can keep deals moving towards close.

A sales pipeline is not to be confused with the sales funnel. Though they draw from similar pools of data, a sales pipeline focuses on where the prospect is in their buying journey, which helps reps determine what they should do to keep deals moving. A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage.

The sales funnel is also a visual representation of the sales process, but from the customer's point of view. Think of it as the conversation that happens in a prospect's mind as the steps of the sales process progress, underscoring their level of engagement and “buy in." This ranges from awareness at the start of the sales process — “This is a cool new product” — to evaluation and purchase towards the end of the process — “I have to make sure this product has all the features I need before I buy.”

Sales pipeline management software


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