Building with basics- an unbeatable sales pipeline for your business

The modern world is digital and the markets and sales are data-driven. Really a boon!! Right?

I would rather say ‘not to everyone’. When you are having the large wealth of data pool, your accountability is increasing. Hence the one who manages this data tactically with advanced planning strategies alone can successfully flourish in their industry.

The prospects/leads being the game changers, data analysis, interpretation and prediction based on the buyer journey are of great importance. Nothing better than a sales pipeline will allow you to have a clear-cut study of such aspects.

In recent studies from Harvard Business Review show that there was an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t. It is well and good to have some basic pipeline awareness if you are new to sales pipeline building.

What is the sales pipeline?

Simply saying, it is like a location indicator in a map. You can see the position of your leads in the sales process pictorially. The sales pipeline depicts the prospect journey through a typical set of stages in the sales process before the completion of a particular sales cycle. The stages can be predetermined with the strong actions taken by the leads at each level. The salespersons get the vivid representation of this pipeline journey in the CRM.

 By analysing the pipeline, they will get the current status of each lead in their business and predicts how many will turn into a customer within the given time-frame.

Discussing the different stages within a strict boundary will be difficult as the sales pipeline structuring is done according to the individual business. In a wide approach, we can consider it as a 4 stage process inside the sales cycle:

  1. Qualification – determination of the need and budget regarding a particular product
  2. Meeting  –        discussion about the product
  3. Proposal –        quoting with details of services, costs, duration etc.
  4. Closure –          contract signing and new customer declaration.

The need

The B2B sales team can function exceptionally well with fine structured pipelining stages. Paying attention to the benefits of a typical sales pipeline can help you design different stages strategically. The sales pipeline helps you in:

  • Predicting business success in each cycle
  • Constructive analysis of the current sales strategies
  • Successful resource management for each sale
  • Progress reviewing at each fiscal
  • Identifying how close you are to a sales

Sales Pipeline and funnel – Are they same?

The sales pipeline is always there amongst the most misinterpreted terminologies in sales marketing. Without knowing the basic difference, one can’t move onto the pipeline building techniques.

In a sales pipeline, the basic functioning is measured in terms of the seller. It concentrates on the seller actions like what they can do during a whole business cycle.

On the other hand, the sales funnel look after the lead generation strategies, lead volume and conversion rates. At the funnel mouth, you will receive a lot of leads and as the leads go through different stages of the pipeline the number decreases.

The sales leaders utilise the funnel to rectify their funnel marketing strategies according to the lead behaviour. And final sales predictions can also be made by inspecting current lead volume with such funnels.

 Sales pipeline building

 Pipeline building is easy with sales pipeline templates. But remember that the templates are not meticulously made for your business. Every sales pipeline is unique and it requires time-taking efforts to build a good one for you; that too in a trial and error fashion. The underlying principles of the ‘sales pipeline building’ for every B2B business are more or less the same and will have the 4 basic building steps.

Step#1- stage defining

Looking into the customer journey, before landing on a buying decision they must have passed through three stages such as awareness, consideration and decision. Recreating that journey line in the sales point of view, you will come across the following scenario.

  • Awareness stage – you are identifying the potential customer without considering the conversion probabilities.
  • Consideration – demonstration of your services/product with doubt clearance if any.
  • Decision- closing the deal with proper relationship retaining plans.

Tabulating the above facts, you normally will have the following category of leads in a sales pipeline:

  • Connected and qualified
  • Invited
  • Completed demos
  • Sent proposals
  • Closed deals with Relationship nurturing

Along with the pipeline structuring, you must also consider the intricacy of the service you offer. As the complexity level increases, your sales cycle also will take a longer time to complete.

The sales pipeline is also a measure of this time for a particular sales process. Keeping an eye on the time spent by a particular customer in each pipeline stage, in a closed deal will help you calculate the cycle time. In future business, setting this as a benchmark, sales forecasting can be easily done.

Step#2-Pipeline size calculation

Every business will have fixed sales goals for a month/quarter/ year. They all will have some conversion rates too. So the next thing is what is the role of pipelining and sales goal? Let me explain with an example.

Suppose your business has got a sales goal of $6000 in a year and your conversion rate is 10 % and the average deal size is $500. By the famous sales pipeline formula,

Sales pipeline size =  (Revenue goal / average deal size) ÷ lead conversion rate

In our example,

 the sales pipeline size  =  (6000/500) ÷ 0.1 = 120

This clearly indicates, if you got 120 leads and since your conversion rate is 10%, you can win 12 customers. (Which accounts for 12×$500= $6000)

By this backward propagating calculation, one can predict the number of leads they want in each pipeline stage for targeted revenue.

Step#3- activities planning for lead movement

After planning the different stages in the sales pipeline, you have to coin different action plans for these stages, that too for different customers. For that, a close watch on the prospect movement is necessary. Then only you can identify whether prospects are turning into potential customers or continue to be a basic lead.

Identify the actions of the leads in each stage of the sales pipeline which clearly tells you that they are ready for the next stage. Interconnecting the proactive movements from the leads to the salesperson, one can easily make it out. The sales rep must ensure the leads are moving in a pipeline and any abnormality in-between can be considered as a call for action.

Step#4- Sync your sales process to new pipeline

At the final stage, you have to check whether your sales process matches with the new sales pipeline. The improper syncing between your sales process and pipeline will bring negative effects on your deals by misguiding your salespersons. In case you missed the inclusion of any important aspect of your sales process, a rework is possible and essential.


The sales pipeline is the centre of modern sales processing and the demands for them are increasing. Knowing your business capacity and the limitations of sales pipeline templates you can either opt for a template or build the perfect one for you.

But if your business is monitoring so many sales processes, you might need more than one sales pipeline. Be ready with a CRM that supports an optimized sales process for your business and let the success be yours.


  1. dublaj izle

    Way cool! Some extremely valid points! I appreciate you penning this post plus the rest of the site is also very good. Berna Allyn Olli

  2. bluray

    No matter which genre you legendary title ready for you. Sammy Raymond Viscardi

  3. full hd izle

    It does not matter how talented you are if you do not have an excellent work ethic. Nettie Ced Faludi

  4. full hd tek parça izle

    This is a awfully good post. Thankyou towards keeping us informed. Laney Isadore Roots

  5. filmi full izle

    Ahaa, its pleasant conversation about this post at this place at this website, I have read all that, so now me also commenting here. Delilah Fairfax Evadnee

  6. yabanci dizi

    If some one desires expert view about blogging and site-building afterward i recommend him/her to go to see this web site, Keep up the good work. Gaby Alford Laird

  7. turkce

    I think you have remarked some very interesting points, appreciate it for the post. Jennica Cy Moskow

  8. online

    This is one awesome blog. Really thank you! Really Cool. Alene Douglass Peck

  9. dublaj

    Way cool! Some extremely valid points! I appreciate you penning this post plus the rest of the website is extremely good. Brinn Felipe Frieda

  10. movies

    After checking out a few of the blog posts on your web site, I seriously appreciate your way of blogging. I saved it to my bookmark webpage list and will be checking back in the near future. Take a look at my web site as well and let me know what you think. Mandie Phip Comyns

  11. 123movies

    This is my first time go to see at here and i am really impressed to read everthing at single place.| Ingeborg Mario Manwell

  12. online

    Plan on taking it at age 70. Been retired since age 57. Looking forward to reading the updated version of this book. Thanks Abigale Clair Arria

  13. 1080p

    Very good info thanks so much! I love sucking dick btw hmu Jeniece Jamison Riki

  14. yabanci

    Excellent post. I am facing some of these issues as well.. Penelopa Killy Riannon

  15. download

    Thankyou for helping out, wonderful information. Gusti Nicky Trudnak

  16. tek part

    I was just searching for this information for some time. After 6 hours of continuous Googleing, finally I got it in your site. I wonder what is the lack of Google strategy that do not rank this kind of informative websites in top of the list. Usually the top websites are full of garbage. Rochelle Bearnard Sokil

  17. dublaj

    you are truly a excellent webmaster. The web site loading speed is amazing. Carmelina Gabriele Gemperle

  18. tek part

    Your article has been extremely insightful. This subject is something that I have an individual interest in, and I am really delighted that I found someone who shares my viewpoints. I can not wait to see more posts from you on this subject. Thanks. Nellie Taber Theo

  19. torrent

    As I website possessor I believe the content material here is really great , regards for your efforts. Loralee Kip Lustig

  20. tek parca

    I all the time emailed this website post page to all my associates, as if like to read it afterward my friends will too. Ruthi Christiano Mook

  21. 720p

    Simply wanna input on few general things, The website layout is perfect, the written content is rattling great : D. Tabbie Bertram Uund

  22. netflix

    Excellent post. I am dealing with some of these issues as well.. Georgette Patten Jaala

  23. hindi movie

    I am commonly to blogging and i actually value your content. The write-up has truly peaks my rate of interest. I am mosting likely to bookmark your site and keep checking for new details. Nessie Tyrone Iverson

  24. episodes

    It as difficult to find experienced people in this particular subject, however, you sound like you know what you are talking about! Thanks Carolyne Felipe Older

  25. torrent

    Hi! I just would like to give you a big thumbs up for the excellent info you have got right here on this post. I am coming back to your site for more soon. Audrie Duane Hermosa

  26. movie download

    I think this is one of the most important information for me. And i am glad reading your article. But should remark on some general things, The web site style is ideal, the articles is really excellent : D. Good job, cheers Sibella Shanan Leo

  27. watch

    Right away I am ready to do my breakfast, when having my breakfast coming over again to read more news. Gennie Flory Landa

  28. torrent

    My relatives always say that I am wasting my time here at net, but I know I am getting experience all the time by reading such pleasant articles or reviews.| Mamie Fraser Hanschen

  29. dizi

    Excellent article. I certainly love this site. Stick with it! Mellisent Dwight Lam

  30. mp3

    I am truly grateful too tthe owner of this site who has shared this wonderful article at at this time. Kristan Everett Telford

Leave a Reply

Your email address will not be published. Required fields are marked *