Top 3 Strategies to Optimize Pipeline Velocity

1. Top 3 Strategies to Optimize Pipeline Velocity www.salesmarkglobal.com www.salesmarkglobal.com

2. INTRODUCTION • In the fast-paced world of B2B competition today, a high-velocity sale pipeline is not a luxury—it is an absolute necessity. e.g., Forrester Research: Companies that formalized their sales methodology realized win rates 15% higher than those that didn’t. How do you get to this sweet speed and open all the sales activities in your pipeline? Here are three strategies: • Strategy 1: Qualify Leads Ruthlessly: Focus on Quality, Not Quantity • Strategy 2: Shorten Your Sales Cycle: Streamline the Path to Close • Strategy 3: Boost Your Win Rate and Sharpen Your Closing Skills www.salesmarkglobal.com

3. Strategy 2: Shorten Your Sales Cycle: Streamline the Path to Close • A long sales cycle means a big opportunity cost and a loss of money. Magnitude of sales automation: 50% of B2B buyers go through the buyer’s journey with self-service resources. Magnitude of sales automation: 50% of B2B buyers go through the buyer’s journey with buyer self-service. [Source: Gartner], making it all the more important for you to streamline your sales process and make sure that buyers can go at their own pace through the journey. Leverage sales automation tools not just to systematize repetitive tasks, but to set a clear sales cadence to keep deals moving and personalize your content to the issues buyers care most about at a given stage. You can increase deal velocity and close more deals faster by taking the friction from your sales cycle. www.salesmarkglobal.com

4. Strategy 1: Qualify Leads Ruthlessly: Focus on Quality, Not Quantity • One major waste of your sales resources is nurturing unqualified leads. In a study conducted by SiriusDecisions, it was proven that B2B companies waste an average of 67% of their sales time on unqualified prospects. Put in place a very, very strict process of lead qualification from the get-go. The BANT method (budget, authority, need, timeline), for example, Or there are lead scoring models to identify leads most likely to convert. With a focus on qualified leads, your conversion rate will undoubtedly go up, as will the overall velocity of the pipeline. www.salesmarkglobal.com

5. Strategy 3: Boost Your Win Rate and Sharpen Your Closing Skills • The best leads can fall through the cracks if there is no proper sales team and sales management in an organization. CSO Insights reports that 63% of deals are lost due to a lack of a clear value proposition from the salesperson [source: CSO Insights]. Ensure your salespeople receive regular training on how to overcome buyer objections, the art of selling based on value to the B2B buyer, and best practices for building long-term relationships. Any organization with a strong and efficient sales force and knowledge of how to go about their business will close deals and greatly improve its win rate. www.salesmarkglobal.com

6. As you implement these three strategic approaches, you will be able to turn your B2B pipeline into a reliable sales and revenue generation machine that will help propel your business further ahead. What you really need to get a hold of is not just that the leads in your pipeline be moved faster but rather that the right leads be moved faster in order to create a better and more efficient sales engine. www.salesmarkglobal.com

7. THANK YOU! For more details- info@salesmarkglobal.com www.salesmarkglobal.com www.salesmarkglobal.com