Sales Pipeline

Power in sales through the sales pipeline

Philipp S.
Last updated on November 29, 2022

The sales pipeline has the power to consistently manage sales. Half of the German business leaders complain that they do not have an efficient sales system. Without binding standards and efficient organization, salespeople are fishing and designing their processes for trial and error. So there is huge potential for wasting valuable sales time.

In this blog post, we will explain what a sales pipeline is, how to create one, what are its benefits, and how you can use it to increase your sales.

What is the “sales pipeline”?

The sales pipeline leads to sales from the initial thought about how the team might sell the product to the final sale. The sales pipeline thus demonstrates the sales process and outlines the current sales activity. This makes the sales process easy to follow and transparent. It also makes it easier to find out what needs to be improved.

What is sales pipeline management?

Without selling, there is nothing. Sales provide life-changing opportunities for all businesses, no matter the size. Revenue is a measure of an organization’s performance. Therefore, the use of pipeline management tools is critical. Obstacles that cause sales delays lead to outdated pipelines or longer sales cycles. If there is no lead management, selling becomes a conundrum.

The most important thing is to give your sales team all the information they need. Sales management focuses on both the application of sales operations and techniques and processes to the goal of sales, while sales pipeline management emphasizes sales processes as key elements to a successful business.

What are the differences between a sales pipeline and a sales funnel?

Sales pipeline or sales funnel are often grouped together. This is understandable as sales funnels have almost the same phases for sales processes and pipelines. But the difference is that the sales funnel is largely more focused on numbers and the sales pipeline is primarily focused on sales processes.

As the name suggests, sales funnels have also proven to be funneled. 

Sales funnel visualizations clearly show how difficult sales teams must be. A small percentage becomes customers through a large number of contacts. Managing the sales pipeline must be done for the best possible results.

The phases of the sales pipeline

Throughout the sales team, the focus is on customers. To make purchases, these people need to go on a so-called customer journey, which consists of four basic stages:


It attracts a potential customer’s attention to a specific topic.


Potential customers want to learn more about the topic by finding out about different solutions.


A consumer is eager to buy several products from which they are able to choose.


This is a sale. Sales pipelines are made according to the AIDA formula.

Successful sales require winning actual customers from those who are merely potential customers, or leads. This is accomplished by what’s called lead nurturing, which warms up a prospect until they become a “hot lead,” or one that’s likely to make a purchase.

This will go through the following process:

  1. Identify: The first step is identifying when a potential customer begins to show interest.
  2. Verify: The second step is to verify that the prospect is indeed interested and not just browsing.
  3. Qualify: The third step is to qualify the prospect further to see if they’re a good fit for your product or service.
  4. Convert: Transform prospects into paying customers.
  5. Propose: The interested party is given a fair offer.
  6. Negotiate: The deal is done, and all that remains is to agree upon the conclusion.
  7. Close: The process doesn’t have to be complicated. With the right marketing tools, you can turn a new customer into a die-hard brand advocate.

Build and manage a sales pipeline – 7 steps

Sales pipeline management is important for digital sales and provides professional sales management. Sales pipeline management shows how the potential sales trend is developing. This provides the necessary information to plan, question, plan and implement strategies and measures for sales. This can only be achieved by analyzing the likely sales potential. The following seven steps show how companies create a distribution pipeline, it is a continuous process to understand the value and effectiveness of B2B Sales.

1. Know your customer

The first step is to know your customer, their needs, and their buying processes. In order to do this, you need to have a good understanding of your products and services. Knowing your customers also means having a good understanding of the market trends that are affecting them.

2. Define your sales process

The second step is to define your sales process. This means having a clear understanding of the steps that need to be taken in order to sell your product or service. The sales process should be designed to meet the needs of your sales pipeline.

3. Create a sales plan

The third step is to create a sales plan. This plan should be designed to help you achieve your sales goals. The plan should include a strategy for making contact with potential customers, a plan for selling your product or service, and a plan for follow-up.

4. Implement your sales plan

The fourth step is to implement your sales plan. This means putting your plan into action and making it happen. You will need to make sure that you have the right people in place to execute your plan, and you will need to track your progress in your sales pipeline and adjust your plan as needed.

5. Evaluate your results

The fifth and final step is to evaluate your results. This includes assessing how well you executed your plan and whether or not you achieved your desired results. It is important to be honest with yourself in this evaluation so that you can learn from your successes and failures.

By following these five steps, you can develop a sales plan that will help you achieve your business goals. Remember, a sales plan is a living document, so be sure to review and update it regularly.

Benefits of sales pipeline management for companies

Without sales pipelines and effective sales pipelines, B2B marketing will not be successful today. To manage sales in a certain way, we need to understand the key figures of the sales funnel along with the working method and planning basis of the sales pipeline to achieve effective results. Only then can companies benefit from pipeline management. No. Here’s the deal: If you are looking for reliable filling and planning of your sales pipelines for sales targets, then follow this advice.

Keep the sales process as short as possible.

B2B decision-making usually takes up to several weeks, and the problem is for the sale, because the longer the process means, the greater the likelihood of a potential buyer changing their mind. Therefore, try to minimize the time to market by reducing the number of sales cycles and improving the process. Depending on how you schedule follow-up activities, you can schedule your activities at lower intervals. An email marketing campaign uses click and open rates to customize an automated email campaign for an optimal user.

Always deliver the right content

The information you receive from your customers will influence how the sales process will develop if it is not sufficient. It can cause too much interest. Use a coordinated sales pipeline and marketing strategy to create the best content for your audience based on revenue levels and customer journey. Use marketing automation tracking tools to figure out how to track leads in parallel. This way, your customers can be identified with their needs during the buying process and thus complete the purchase faster.

Qualify your sales opportunities appropriately and don’t invest in hopeless leads.

Lead protection improves lead generation. These determining factors determine whether the sales pipeline needs to be processed and how much effort they require. Above all, the distributor must focus product and service sales on the most profitable sales opportunities. Other people can instead be trained in the automated nurturing process, where hopeless leads can be automatically rejected; In addition, long decision-making processes can be accomplished with very little effort.

Monitor your sales pipeline

Your sales staff will always be in a good position to monitor all aspects of your sales cycle. 

The following list shows the list of sales leads, average sales potential, average close rate per pound, and sales velocities. The first provides data to determine how many leads your sales pipeline has reached. Look at it on a weekly basis. This will help you quickly and easily understand the sales pipeline and identify potential changes.

Plan your follow-up carefully.

The follow-up on potential customers leads necessities planning as well as avoiding a loss of leads if they are hard to convert. Automatic FollowUp campaigns make it easy to stay on the ball. This is where you need to remove that contact from the campaign and provide them in a consumer newsletter instead.

Update your sales pipeline regularly.

It’s a constantly changing sales pipeline: Lead email comes, and other leads go. Criteria also change in the distribution pipeline. Ensure regular updates to your pipeline for permanent maintenance. It requires administrative efforts within the sales pipeline management to make you sell more.

How do you measure the success of your pipeline?

The sales pipeline shows you opportunities to make money from sales. These transactions are made in different phases. During this time, you can see how many sales have been closed and how many deals have been made. Pipelines are often used to warn you when the deal in its final stage remains too long for you to make the necessary progress to proceed. You can even design your own pipeline view so your teammates can see how you are working. Some CRM apps display an icon of a certain color in their deal pipeline to show you whose task is done, open or overdue. It also provides a means of measuring whether a company can make sales and meet a business goal.

How do you manage your sales pipeline?

A tool to monitor your sales processes will help you evaluate your current sales opportunity. In the meantime, don’t even try to build a new pipeline. Achieve a smooth sales pipeline. CRM software helps the company efficiently implement sales processes. This will help sales reps focus more on more transactions, making the deal faster. A highly effective CRM also provides a way to take action directly from a pipeline view and manage the deal without changing any screens at each stage of the deal. If you were in pipeline view, you found there was no follow-up on the deal.

Most frequently asked questions about sales pipeline:

What is a sales pipeline?

A sales pipeline is a visual representation of potential customers and where they are in the buying process.

What is a pipeline marketing?

A pipeline marketing is a visual tool that illustrates the marketing process from initial contact to close. 

What is pipeline management?

Pipeline management refers to the monitoring and control of the sales process in an organization. It involves planning, executing, and controlling activities to achieve the organization’s goals. 

What is a customer pipeline?

A customer pipeline is a visual tool that illustrates the customer process from initial contact to close. 

Sales pipeline: Conclusion

Now that you understand what the sales pipeline is, as well as its different stages, it’s time to start implementing it in your business. If you need help getting started or managing your sales pipeline, our team of experts is here to help. Get in touch today and we’ll work with you to create a customized plan that meets your needs and helps you close more deals.

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