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When you’re looking into what to include in your sales pipeline, keep in mind your ultimate goal — closing more deals and increasing your profits. This blog outlines four important things to consider whether you’re just getting started with your pipeline or revamping an old one.


Create templates to use when reaching out to prospects and leads. Most likely, you’re sending the same thing to all of them right now, by creating a template you’ll save yourself a lot of time. Templates provide consistency in your communications that  will make it easier for you to see what’s working and what you need to change.

The health of your business is dependent on your successful sales process to close/won. You can’t afford to have your communications with prospects coming up short. When you do, you leave sales engagement gaps wide open for competitors to come in and steal your leads! (For more about this, check out this infographic about closing your sales engagement gap.)


Make it a point to solve your prospect’s problem. Educating and informing leads will help them overcome any objections they might be having during the buying process. Be honest with people — sometimes you (your product or service) aren’t the right fit for someone, and that’s okay to admit. Selling to the wrong customer is like shoving a glass slipper onto a foot too big for the shoe. Initially, you’ve made it work, but in the long run that relationship will inevitably shatter. By taking the perspective of helping your lead, they’ll see you as a more genuine person that they can trust and be more likely to buy from now or in the future. Careful investigation and listening to your buyer — along with honesty — goes a long way toward clinching the deal.


Evaluate the effectiveness of your sales pipeline by tracking your sales velocity. Knowing the average lifetime of a deal in your pipeline before it is closed-won matters to your success. If deals are taking too long to be closed-won your sales pipeline will soon be stagnant. Track your progress and set goals for future improvement to shorten the time it takes a prospect to become a customer.

Say Thank You

I’ve included this tip because although it doesn’t help you close a first-time deal, it can lead to more deals in the future. Sending a simple, personalized thank you note after making a sale can go a long way. According to Hubspot, showing customers you care can work wonders for your productivity and success, leading to positive reviews, increased referrals, and greater opportunities for expansion or renewal.

Fostering a positive business relationship with leads as they move through your pipeline to become customers will help you create the most coveted quality of all: brand loyalty. Having one-off customers isn’t terrible, but it won’t help you grow or maintain success in the long run. You want customers to keep coming back and refer their colleagues to you.

Ving can help you qualify and close more deals by using digital information packets to follow up with prospects. Trackable packets allow you to gather feedback and measure engagement so you know what’s working and what to Include in your sales pipeline in the future. Try using Ving in your sales pipeline today and start closing more deals.


10 Steps of Consultative Selling Free Download

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