Is your pipeline made up of hot air and stalled deals? We cover how to build an active pipeline based on sales process, progress and other tactical tips & tricks

1. Building an
Active
Pipeline

2. Different styles and schools of thought
BAD Selling

3. 50%
Guess: How much of your current
pipeline is hot air?

4. Pilots
Involve
the sales
people
Point to
increased
effectiveness
Check-
points
Sales process statistics
75% of new sales processes
are not implemented
by the sales team*

5. Making the sales process
work in the field
Joint visits
Sales leaders
driving
change
Spread
good news
External help
to track
progress

6. What does it mean?
A sales process
used in the field
increases closing
rates by up to
48%
A thorough
qualification
process increases
your average deal
size by 40%

7. Example: a “regular”
sales process
Based on sales person’s agenda
Few customer contacts
Lots of quotes – few won deals
Few booked meetings

8. Best practice sales
process
Based on customer buying process
Multiple customer contacts
Focus on the right opportunities
Structured process
(get more done in shorter time)

9. Preparing
Before you build a house,
you need
a foundation
Before selecting the foundation,
you need
a blueprint!

10. Why prepare?
Consider the following
Have a call script available before
each sales call
Effort Result
Prepare for a meeting by learning
about a customer’s industry
challenges
Enter a negotiation with a clear
minimum outcome
You are clear and to the point, while
sending a message
You are considered a trusted
advisor, not just another sales
person
You’ll leave the negotiation satisfied

11. Right Focus
“If your ladder is not
leaning against the right
wall, every step you take
gets you to the wrong
place faster”
- Stephen R. Covey

12. Activity
A Phone Call
A Meeting
A delivered
quote
Progress
Right type of call with the right person, which
leads to a clear next step!
A cancelled meeting that would have been
pointless, giving us time to focus on what will
bring us forward in the process
Conscious choice in our sales process, leading us
to the end goal
vs

13. =
Why do deals stall?
The next step for the customer is
not aligned with the seller’s next
step
No clear next step
No clear sales process in place

14. Why do closing dates keep moving forward?
=
Often lacking the tools meant
to help sales people in their
daily lives
(and complacent sales people)
The sales person are alleviated
from responsibility as long as the
deal ”looks good”
The sales person is not in sync
with the customer about if and
when the project is set to close
Many opportunities in the
pipeline are not supposed to be
there

15. Sales Process - Preparation
Next meeting – Book on the spot
Gain commitment
from the customer
Significantly reduce
the sales cycle

16. • Up to 50% of your current pipeline is hot air!
• Separate activities from progress to build a pipeline based in
reality!
• The main reason for stalled opportunities is a lack of qualification
at the beginning of the sales process
• Closing dates keep moving forward in time because we do not
control the process
• Provide your sales people with the support and tools that allow
them to better evaluate their opportunities
In conclusion

17. Connect!
Oliver Lopez
Structsales
oliver.lopez@structsales.se
Twitter: @oliverlopez
Henrik Öquist
Membrain
henrik@membrain.com
Twitter: @henrikoquist