Sales Pipelines & CRM

Turbocharged Sales Pipelines & CRM
That Speed Up Everything

Using our proven TurboPipeline method, with your CRM application, you can integrate advertising with your sales pipeline to qualify leads quicker, convert opportunities to purchasers at a higher rate and increase overall sales effectiveness. Continually push sales and marketing toward achieving and exceeding sales goals.

Problems Solved

• Leads delivered by marketing to sales are of erratic quality, late or not worth following up
• Lead to opportunity to purchase process is taking too long and there are too many dropouts
• Ongoing communications with prospects stalls because of lack of quality communication materials
• Inadequate or real-time sales pipeline performance measurement

Do’s:

The sales pipeline begins in marketing. Suspects, inquiries and leads from various marketing campaigns and vehicles should all immediately feed into your CRM application. Build plenty of customer interaction points on your website and automatically import data into your CRM application. Auto-response emails should be generated from your CRM mailer tool.

Agree on definition of a lead. Marketing and sales should agree on what a sales lead is. Define it in terms of minimum valid contact data and source information. It is critical to agree when to turnover a lead to sales for follow up action.

Choose your pipeline stages carefully. Not too many and not too few. Choose them based on events that clearly validate a change in propensity to purchase. Preplan a course of action for every pipeline stage.

Pre-built, ready-to-go communications. Auto-response messages, sales rep personal follow up emails, canned product information, objection beaters, and all other customer-facing messaging, letters and collateral should be pre-built and saved in your CRM document library. All crafted to your company style standards and ready to send.

Put a timer on every stage of the pipeline. Choose a reasonable amount of time to complete each stage of the pipeline. Even marketing is on the clock. Report violators to both staff and management! (busted!) Peer pressure works! Your relationship with your customers is built on clear, constant communication that progressively moves them forward in the sales process.

Turn back prospects. Leads and prospects might not be ready to move forward toward a purchase right now,  but don’t throw them away. If there is a possibility a business might have a need for your products in the future, turn them back to marketing ownership for continued messaging.

Don’ts:

Many businesses just starting out with CRM spend too much time developing and fiddling with the underlying software and not enough time on sales rep involvement and the customer-facing communication pieces that really make a CRM tool deliver on expectations. If your CRM is implemented erratically, with low-quality piecemeal solutions for every interaction -- the customer will disengage with you. Game Over.