At Quality Contact Solutions, we provide qualified leads to our clients on a daily basis. One of the activities that drives the demand for our services is pipeline management. In most organizations, sales pipeline management is an activity owned by the Sales VP or Director. We partner with those individuals to assist them with keeping their sales pipeline as full as possible, ensuring they are in a position to achieve their sales goals every month.
That got me to thinking about what makes up a healthy pipeline. I think there are 6 key things that B2B sales reps and their managers should focus on to ensure a healthy pipeline.
First, it goes without saying that a pipeline full of opportunities feels SO much better than a sparse or empty sales funnel that won’t generate the revenue required to hit quota. However, as you’ve likely experienced with yourself or your peers, less is often more. The idea of quality over quantity certainly rings true when it comes to a healthy pipeline. The ultimate goal should be a pipeline with a high percentage of well-qualified opportunities that move methodically from stage to stage, through the funnel to close. The consequence of a poor-quality pipeline not only impacts you, but it creates a nightmare for management as they spend their time working though inaccurate forecasts and wrestling with what is truly a good funnel representation.
Control is essential
To manage a pipeline effectively, you need a level of control. This requires a process and definitions that make sense, including a clearly defined target audience, and set criteria for what constitutes a ˜good prospect as well as definitions for each stage. Having established clear qualification criteria, you can then move prospects in and out of the pipeline appropriately. This helps make sure that time and effort is spent towards the right opportunities.
Process, process, process
Stick with the process. Why do I say that? A study by Harvard Business Review found that companies with a formal sales process generate higher revenues. Most companies have a very explicit sales process with definitions for a reason this article would absolutely support those reasons. Intimately familiarize yourself with that defined process and stick to what works. If you are unclear or need help, just ask.
A healthy pipeline should be open and visible to everyone. You must keep it up to date and review it regularly. Pipeline reviews aren’t fun however not being real with yourself and others on what your pipeline really looks like is a terrible idea. It may initially keep management off your back but that will without a doubt catch up with you. The last thing you want is an inflated, very unattainable forecast where nothing ever closes. You’ll make yourself look terribly incompetent.
Make a commitment to yourself right now, that this year you’ll have complete transparency and accuracy in your pipeline numbers. Keep in mind that this data can help illustrate where you may need help at in the process. If your pipeline is full of several late or mid stage opportunities for instance, there is probably room for you to invest time in working on qualifying and discovery.
Have a reality check with yourself
Don’t waste your time trying to push a prospect to close too soon. Consider what you may be leaving on the table? Are you targeting the right buyer profile and if so, are you making headway with qualifying and moving them from stage to stage? If not, recalibrate and focus on the leads that are most likely to buy. No one wants to walk away from leads but holding on to those that aren’t the "right" leads to begin with is just a complete waste of time. Spend your time concentrating on the prospects who are most likely to buy and will be the most valuable to your business. When you begin to really scrutinize the prospects that make it into your funnel, your attention will be focused on the deals that matter most.
Prospects at every stage
A healthy pipeline will have prospects at each stage. It may sound obvious, but if you focus all your activities on closing deals in the later stages, without filling the pipeline at the beginning and nurturing those in earlier stages, you’ll be left high and dry once the later stage deals have closed.
A pipeline needs to flow. If a deal stays too long at one stage, chances are it’s not going to progress or close. Take a hard look at the deal and either qualify it or move to the appropriate stage. Don’t waste your time on deals that look like they’ve stalled.
The bottom line is that as a sales professional you live, breathe and die by your pipeline and forecasts. It’ critical that you invest the time to manage it well as it will increase sales performance as you’re spending time on the right opportunities.
About Quality Contact Solutions:
Quality Contact Solutions (QCS) is a 100% U.S.-based B2B and B2C telemarketing and call center solutions provider. QCS is PCI Level 1 certified, experienced in many different industry verticals, and has 15 different locations in the U.S.
Published: Monday, April 8, 2019
CardBoard: Real-time data, shows the most important KPI’s in your Contact Center.
Built for data | Designed for business | Empowers teams
|2.)||Acqueon Technologies Inc.|
Acqueon's AI-driven conversational engagement software enables sales, marketing and service organizations to engage in emotionally connected dialogs with customers via their channel of choice for significantly improved results. The Acqueon suite adds multichannel campaign management, contact center analytics, desktop, and CRM connectors for your contact center software of choice, including Amazon Connect, Cisco, Nice inContact, and Twilio. Acqueon conversational engagement software leverages the Acqueon IQ platform to aggregate data from the various applications, assemble rich customer contexts, and drive next-best-action using powerful statistical and predictive models.
PH: +1 888-946-6878
CallFinder speech analytics
CallFinder® is a leading provider of cloud-based SaaS speech analytics, automated call scoring, and speech-to-text transcription technology with sentiment analysis. Our easy-to-use solution is designed to help businesses and contact centers automate quality monitoring to improve agent performance and provide a superior customer experience.
With CallFinder, you get…
100% visibility into agent-customer interactions
100% monitoring of interactions, up from only 5-10%
Scalability of QA reviews with the same size QA team
CallFinder isn’t just your average speech analytics provider. When you work with us, you get unparalleled, continuous support through our MyAnalyst managed client servic...
CCube for Business Intelligence
CCube by Comsys is a business intelligence application, developed for enterprise contact centers. It delivers powerful, and dynamic reporting that enable managers to gain insight into their business. CCube is natively compatible with Aspect Unified IP and Cisco Unified Contact Center (UCCE/UCCX) platforms
Comsys is a provider of οmnichannel customer engagement solutions that assist companies around the world in delivering unique customer experiences. For the last 15 years, Comsys designs and implements complex projects for clients from the outsourcing, financial services, telecommunications, and retail sectors. Comsys enjoys strategic partnerships with technology vendors like Cisco®, Aspect...
CROSSCRM.CX - CRM Dataviz Module
CROSS-CRM manages daily interconnection with your CRM tools to centralize data and analyse CX on all channels, and is able to provide deep analytics insights.
All the Kpi’S are here for precise control of your Customer Relationship : Interactions - Quality - Satisfaction - Campains forecast MyClient
Filters, Data Extraction, Custom Views, dates sheets, email subscriptions, xls Extracts, images, pdf
PLUS ! Automated extracts
for integration to third party applications.
Daisee builds technology that empowers people to solve problems by making interactions simple and smart so they can have a more significant impact, be more productive and be better at what they do. We believe incremental improvements carry huge potency and provide exponentially greater change for the better.
Genesys customers can now automate risk and quality management using Daisee’s speech and sentiment analytics and remediation workflow software. Daisee helps improve customer experience, ensure regulatory compliance, identify missed commercial opportunities & training requirements as well as provide valuable insights back to the business directly from the frontline – the true voice-of-...
Powered by AI, DialogTech’s DialogAnalytics analyzes conversations to provide marketing and sales teams a wealth of insights for smarter optimizations. With the power of conversation intelligence, you can learn which channels, ads, keywords, and webpages drive the best sales calls, if the caller converted, and more.
AI analyzes how calls are handled at locations and call centers to detect issues that negatively impact ROI. See what percentage of calls go unanswered and who is best (and worst) at converting callers to appointments and customers. Get email alerts when phone leads are mishandled at locations so those leads can be called back right away.
With DialogAnalytics, you can get a...
eGain Analytics makes it easy to measure, analyze and refine your contact center operations, knowledge and web customer experience. Create informative reports, charts and dashboards effortlessly. Slice-&-dice the data in any number of ways and use it to manage the business effectively.
1. Operational Analytics™ empowers the business to measure and manage the call center directly and without IT involvement.
2. Knowledge Analytics™ provides insight for eGain’s knowledge and AI applications.
3. Digital Analytics™ measures contact center performance within eGain’s digital channel applications.
4. Journey Analytics™ captures customer behavior on the website—identify the churn points and cre...
|9.)||Lieber & Associates|
Contact center Analytics and Metrics
Lieber & Associates provides services to develop, interpret, and improve contact center metrics and analytics. The firm's experience spans forecasting, customer service, order-taking, lead-qualification, sales, segmentation, media-source-tracking, and testing design. L&A's president pioneered segmentation for telephone scripts and the tri-level service level metric. He brings broad analytics experience to contact centers.
Turn business insights into actionable intelligence. Noble’s IQsolutions provide you with rich and robust customer data that can transform your business. Automate decision making and campaign management and refine the quality of interactions with precision and efficiency. We have developed proprietary and patented tools to help you make sense of data on your current operations and then help you make strategic decisions to improve performance and efficiency. Identify who your best customers and prospects are and the ideal methods to reach them. Understand what types of campaigns work best for your business and how to optimize underperforming campaigns. And nake real-time decisions rather than looking back to see what went wrong.
PH: +61 (0) 3.9008.1700
SIP-Trunk Demarc Monitor
Analyzes SIP signalling and RTP audio stream of every call passing through the network demarcation point. Provide a real time 24/7/365 network baseline database that contains the IP bandwidth, call traffic of up to 128 voice groups, Call Detail Record (CDR), call blockage and MOS voice quality. All information are displayed in SIP-Trunk dashboards and are used in many applications, such as Telco collaboration, UC/CC analytics, Work Force Optimization (WFO) and caller identification.
Imagine for a moment that you are a call center manager responsible for generating revenue through signing new customers or up-selling to existing ones. Imagine that your KPI is telling you you have an abandonment rate of 5% and someone comes along and says "No, your abandonment rate or dropped call rate is 13%." .." How do I know? AcutuCall VoIP software application can show you the dropped call data including, originating number and whether it was a network or equipment failure." Now imagine you can see your calls in progress on a mobile app, take your dashboard where ever you go! "What is a lost call worth to you?"
PH: +1 613-521-1639