If you are selling a product to other businesses and are not relying solely on a marketing- or product-led growth approach you need a sales pipeline. The quicker you set it up, the better you are able to gain clarity about what works and what not, as well as predict and drive your revenue growth.
In today's competitive B2B landscape, having a well-structured sales pipeline is essential for sustainable growth.
According to Salesforce research, B2B organizations with a structured sales process experience 18% higher revenue growth compared to those without one. Yet remarkably, only 40% of startups have a clearly defined pipeline management system in place.
Signed success criteria document from prospect.
Identified implementation timeline agreed by both parties.
Technical assessment completed by solutions engineer.
Financial approval confirmation in writing.
According to InsightSquared data, top-performing sales organizations know their average deal velocity within 5% accuracy and use this data to prioritize opportunities.
Small deals (<$25K): 30 days
Mid-market ($25K-$100K): 90 days
Enterprise ($100K+): 180+ days
For complex B2B sales, tracking relationships with multiple stakeholders is crucial:
Data Point: According to Gartner, the typical B2B purchase now involves 6-10 decision-makers, each armed with 4-5 pieces of independently gathered information.
Briefly introduce yourself and your company. Ask them to introduce themselves.
Clarify the reason and goal of the call.
Outline the topics you would like to discuss to reach the goal.
Mention that you'll discuss potential next steps towards the end of the call.