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Pipeline management There is no silver bullet. Luc Robijns. The Silver Bullet. A simple remedy for a difficult or intractable problem Etymology: from the belief that werewolves could be killed with silver bullets. Why Sales Pipeline Management. Check out this formula Inquiries x

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Presentation Transcript
the silver bullet
The Silver Bullet
  • A simple remedy for a difficult or intractable problem
  • Etymology: from the belief that werewolves could be killed with silver bullets.

Pipeline Management

why sales pipeline management
Why Sales Pipeline Management
  • Check out this formula
      • Inquiries x
      • Buying percentage x
      • Market share / number of competitors x
      • Follow-up percentage x
      • Average sales price =
      • SALES
  • Do the test with “ Super Solutions Company”
      • 100 x
      • 25 % x
      • 33 % x
      • 100 % x
      • 5.000 € =
      • 41.250 €
  • Where can you impact ?

Pipeline Management

what is sales pipeline management
What Is Sales Pipeline Management
  • Pipeline management
    • a process that integrates product strategy, project management, and functional management to continually optimize the cross-project management of all development-related activities.
  • Sales pipeline management
    • leverage the efforts of all of those participating in business development
    • create accurate visibility into your future business
    • change the outcome by managing the components

Pipeline Management

what is spm about
What Is SPM about
  • People
    • Clear roles for marketing – sales – administration
  • Processes
    • Doing the right things
  • Procedures
    • Doing them right
  • Profits
    • Preferably

Pipeline Management

mistakes in spm
Mistakes in SPM
  • Not a team effort
  • Marketing does not tie their efforts to sales
  • Marketing does not qualify inquiries or opportunities
  • Unqualified inquiries sent prematurely to sales
  • Sales does not qualify inquiries or opportunities
  • Inquiries or opportunities are not graded
  • Follow-up is not 100%
  • Sales actions are not definitive enough
  • No A-to-Z reporting
  • No analysis
  • No ROI – ROMI – ROSI - …

Pipeline Management

slide7
ROBI

That’s the way.

Plenty of business

for me !

Pipeline Management

managing the process theory
Managing The Process - Theory
  • Name the champion and stakeholders
  • Define : prospect / need / opportunity / lead / …
  • Define current processes and adjust if needed
  • Define the need and the steps for a need nurture process
  • Define profile questions
  • Define grades
  • Inform everyone involved
  • Stick to it
  • Do not forget to set clear objectives

Pipeline Management

managing the process theory9
Managing The Process - Theory
  • Be clear about your objectives and understand which media &
  • channels work best for you.

Pipeline Management

managing the process practice
Managing The Process - Practice
  • Is this the type of company you want to work for
  • Are you talking to the right guy
  • Is there a clear need
  • Do they want to change / invest anyway
  • Is there a project owner
  • Is there a RFP
  • Is there a budget
  • Is there a timeline
  • How long will marketing nurture the opportunity
  • What is a “good lead”
  • How much is enough
  • When is the best moment for sales to take over
  • When will we set up a follow meeting

Pipeline Management

slide12

Contact

LUON

Luc Robijns – business development director - partner

lrobijns@luon.com

tel + 32 2 68600 12

www.luon.com

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All proposed research, recommendations, concepts, artwork and developments are protected by intellectual property rights. They remain theproperty of LUON at all times. Reproduction in any form without prior written permission is prohibited.

Pipeline Management

02 April 2014 |

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