A sales pipeline is crucial to most businesses. It brings in new business to:
- Replace the clients who leave each year, which they do
- Feed its growth ambitions
- Keep people interested and buzzing; new is exciting
and its success depends on a systematic stream of activities.
However there are pinch points that can have a significant impact on its performance.
For one dR client a change in their website conversion rate created an additional $137,000 per month in revenue.
What our case study does not tell, is the human impact of this result.
The owners could step back and relax:
- Have work-free weekends (well at least one day, because which small business owner ever truly switches off…)
- Repay the personal loans they had made to keep the business running during the lean times
- Invest in their people to grow both capacity and capability.
This festive break – step back and look at your pipeline.
The pinch points and questions are obvious:
- Number of enquiries – are you getting a steady flow or is it haphazard?
- Conversions – are you talking to the right people – who understand and want the value you deliver?
- Order values – what more can you offer or sell to them? There is always more money on the table.
The answers and resulting actions more involved.
And if you get stuck, just click and book a 20-minute brainstorm call with Alex Meijnen, and we’ll discuss your answers.
I’ll shed some light on how to tackle them.