Sales Pipeline Management Posts

What Makes Your Industry’s Sales Pipeline Unique?

What Makes Your Industry Sales Pipeline Unique?

The right way to sell is always going to depend on what you’re selling. But how, exactly, do sales pipelines differ across industries? What does a real estate firm do differently than a software development company? Or a bank?

We wanted to know. And with 50,000 customers using our sales management tool in very different ways, we knew we could find out.

We’ve always believed in the importance of customization, letting our customers build pipeline stages to suit their own sales approach. Tapping into this data, we’ve been able to analyze user preferences – and pipeline characteristics – from industry to industry.

Here’s what we found. (more…)

Fine Tune Your Pipeline by Optimizing Sales Collaboration

optimizing sales collaboration

Success never happens in a vacuum. The road to get there teems with people to learn from, compete against, work with. Collaboration is the only way (so far known) to make things happen. Rock stars, basketball players and successful companies know this.

So should your sales team.

A Nielsen report found that collaboration drives innovation success, while a study conducted by CSO Insights revealed that formal collaboration increases sales quota attainment by as much as 21%. That figure is way too significant to ignore, making collaboration arguably the most important factor you can tweak to improve your sales metrics. (more…)

The Health of Your Sales Pipeline (and Curing What Ails It)

Healthy Sales Pipeline

A sales pipeline needs a little nourishment, too.

As salespeople constantly fill their pipelines with deals, they should be regularly checking the pulse of those deals to ensure they achieve the healthiest sales results.

“There’s a direct financial correlation between maintaining a healthy pipeline and piling on revenue,” said Mike Ciccolella, founder of Grow Your Sales Pipeline. “A pipeline managed with care is one in which deals move more dependably, close faster and bring more revenue to the company — and the sales team.”

The health of those deals — and therefore the sales funnel itself — is key to the health of the entire business.

But what exactly does a healthy sales pipeline look like? (more…)

7 Free Sales Dashboards and Templates for Your Team

Free Excel Sales Dashboard Templates

Do you run a sales-driven company without using CRM? Are you working for one?

If the answer is yes, then you’ve just hit the jackpot.

This article provides a number of free excel sales dashboards, templates, and related productivity tools you can find on the web that will help you organize your sales process and hurdle the complexities of growing your business.

But don’t stay content and cozy with a bundle of disparate resources.


Every organization selling something that needs a CRM system. The only question is when, yet many businesses need or already use one now.

Those that fall in any other category will have to adopt one eventually as the number of their sales staff, customers, products and services grow. Otherwise, the complexity of managing an expanding sales ecosystem will become a major roadblock to your growth and future profitability. (more…)

Visibility: The Secret Sauce Every Sales Professional Must Master


When I am asked, “What is visibility?” or more specifically, “Why is visibility important in sales?” I like to take the conversation beyond a straightforward answer, such as:

“Well, it’s the ability to see into your pipeline and know what’s where, to quickly assess which items need your attention, and to be able to report on and forecast results.”

This is all true, but the value of visibility in sales goes far beyond and is actually the value of visibility across the board. (more…)