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How can you develop a sales pipeline that is focused on long-term success?

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A sales pipeline is a visual representation of the stages and actions that lead to a sale. It helps you track, manage, and optimize your sales process and performance. However, a sales pipeline is not only about closing deals in the short term, but also about building relationships and value for the long term. In this article, you will learn how to develop a sales pipeline that is focused on long-term success in the context of contract management.

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Rick Shoulberg

Empowering Professionals & Businesses | Career & Business Coach
Ranjith Adiga

Experienced (18 years) Quantity Surveyor | Estimation and procurement | Contract Management Expert | Delivering…

1 Identify your target market and ideal customer profile

The first step to develop a sales pipeline that is focused on long-term success is to identify your target market and ideal customer profile. This will help you narrow down your prospects and tailor your marketing and sales messages to their needs, challenges, and goals. A target market is a segment of the market that has the potential and willingness to buy your product or service. An ideal customer profile is a detailed description of the characteristics, attributes, and behaviors of your best customers. You can use criteria such as industry, size, location, budget, pain points, decision-makers, and buying cycle to define your target market and ideal customer profile.

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Rick Shoulberg

Empowering Professionals & Businesses | Career & Business Coach
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Organize a Team that has various backgrounds where their expertise can be utilized in focused market segments to align to your core product offerings - leveraging value propositions against competition to listen, learn, evaluate, and offer a solution that may resonate with a prospect immediately or at some point when they have realized the value your product(s) provide is missing in their business.

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Ranjith Adiga

Experienced (18 years) Quantity Surveyor | Estimation and procurement | Contract Management Expert | Delivering Accurate and Cost-Effective Solutions | Office Interiors cost management
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A sustainable sales pipeline isn't about pushing products, it's about demonstrating value. Focus on solving your prospects' pain points and building long-term partnerships

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khalid Jomoa

BUSINESS DEVELOPMENT Manager at O & G World
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$The pipeline sales needs sensitivity dealing starting from the field experience supported with The required specification with the knowledge with the brands & how to select the most Right options for the suitable statement

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Vanessa Mendez

General Ledger | Accounts Payable | Accounts Receivable | Internal Control | Shared service center | Internal Audit | External Audit |SAP | SOX
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Para mí los puntos importantes es mantener la alta calidad del producto, así mismo tener buen precio en los artículos y productos, conservar a los clientes, y hacer labor con ellos mismos para que nos recomienden con sus conocidos.

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Magno Tatagiba

Top Voice Gerenciamento de Atendimento ao Cliente Diretor Executivo | Pós-gradua??o em Gest?o Empresarial, Especialista em Gest?o das Emo??es e Mindfulness.
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Desenvolver um pipeline de vendas focado no sucesso a longo prazo envolve alguns passos importantes: 1. Identificar o Mercado Alvo: ? Analise o mercado para entender as necessidades e tendências. ? Segmente o mercado com base em características demográficas, comportamentais e psicográficas. ? Priorize segmentos com maior potencial de crescimento e rentabilidade. 2. Definir o Cliente Ideal: ? Crie personas detalhadas representando seus clientes ideais. ? Entenda suas dores, desafios e objetivos. ? Identifique os canais de comunica??o preferidos e os pontos de contato ao longo do ciclo de vendas.

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2 Generate and qualify leads

The second step to develop a sales pipeline that is focused on long-term success is to generate and qualify leads. Leads are potential customers who have shown some interest or need for your product or service. You can generate leads through various channels, such as referrals, networking, social media, content marketing, webinars, events, and cold outreach. However, not all leads are equal. You need to qualify leads to determine their fit, interest, and readiness to buy. You can use a scoring system or a framework such as BANT (budget, authority, need, and timing) to qualify leads and prioritize them based on their potential value and likelihood to convert.

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Magno Tatagiba

Top Voice Gerenciamento de Atendimento ao Cliente Diretor Executivo | Pós-gradua??o em Gest?o Empresarial, Especialista em Gest?o das Emo??es e Mindfulness.
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A estratégia de gera??o de leads deve ser alimentada por conteúdo relevante e envolvente, projetado para atrair e educar os potenciais clientes sobre os benefícios de sua solu??o. Paralelamente, a qualifica??o de leads requer a implementa??o de critérios claros e consistentes para identificar leads com maior probabilidade de convers?o. Ao priorizar a qualidade sobre a quantidade, e ao nutrir esses leads ao longo do tempo com comunica??es personalizadas e relevantes, é possível construir relacionamentos sólidos e duradouros que impulsionem o sucesso a longo prazo do pipeline de vendas.

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3 Nurture and follow up with prospects

The third step to develop a sales pipeline that is focused on long-term success is to nurture and follow up with prospects. Prospects are qualified leads who have moved further along the sales process and are ready to engage with you. You need to nurture and follow up with prospects to build trust, rapport, and credibility, and to educate them about your product or service and how it can solve their problems and achieve their goals. You can use various tools and techniques, such as email, phone, video, social media, case studies, testimonials, and demos, to nurture and follow up with prospects and move them closer to a decision.

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Sanchayee M.

Your Trusted Legal Guide: Expert Counsel in Employment, Family, and Corporate Law.
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To develop a sales pipeline focused on long-term success, prioritize building strong relationships with prospects and clients. ?? Invest in understanding their needs and providing personalized solutions. Utilize CRM tools ??? to track interactions and nurture leads over time, ensuring consistent engagement and follow-up. Case study: Company XYZ implemented a customer-centric approach, offering ongoing support and value-added services post-sale. ?? Result? Their sales pipeline thrived with repeat business and referrals, demonstrating the effectiveness of long-term relationship building in achieving sustained success. By prioritizing customer relationships organizations can cultivate a robust sales pipeline for long-term growth. ??

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4 Negotiate and close contracts

The fourth step to develop a sales pipeline that is focused on long-term success is to negotiate and close contracts . Contracts are formal agreements between you and your prospects that specify the terms and conditions of the sale, such as price, scope, duration, deliverables, and payment. You need to negotiate and close contracts that are fair, profitable, and beneficial for both parties. You also need to ensure that the contracts are clear, concise, and compliant with the relevant laws and regulations. You can use contract management software or platforms to streamline and automate the contract creation, review, approval, and execution process.

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Magno Tatagiba

Top Voice Gerenciamento de Atendimento ao Cliente Diretor Executivo | Pós-gradua??o em Gest?o Empresarial, Especialista em Gest?o das Emo??es e Mindfulness.
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Durante o processo de negocia??o, é fundamental cultivar relacionamentos de confian?a e transparência, garantindo que todas as partes envolvidas estejam alinhadas quanto aos objetivos e expectativas. Ao mesmo tempo, é importante manter uma comunica??o clara e consistente, abordando quaisquer preocupa??es ou obje??es de maneira proativa e construtiva. Ao finalizar os contratos, é crucial continuar oferecendo suporte e acompanhamento pós-venda para garantir a satisfa??o do cliente e cultivar rela??es duradouras que impulsionem o sucesso a longo prazo do pipeline de vendas.

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5 Deliver value and satisfaction

The fifth step to develop a sales pipeline that is focused on long-term success is to deliver value and satisfaction. Value and satisfaction are the outcomes and perceptions that your customers have after using your product or service. You need to deliver value and satisfaction that meet or exceed your customers' expectations and that align with your contract promises. You also need to monitor and measure your customers' satisfaction and feedback, and use them to improve your product or service quality and performance. You can use customer relationship management (CRM) software or platforms to track and manage your customer interactions and transactions.

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6 Retain and grow customers

The sixth and final step to develop a sales pipeline that is focused on long-term success is to retain and grow customers. Customers are your most valuable asset and your source of recurring revenue and referrals. You need to retain and grow customers by providing them with ongoing support, service, and value, and by creating and maintaining long-term relationships with them. You also need to identify and seize opportunities to upsell, cross-sell, or renew your contracts with your customers, and to increase their loyalty and advocacy. You can use loyalty programs, incentives, rewards, or referrals to retain and grow your customers and to generate more sales.

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Magno Tatagiba

Top Voice Gerenciamento de Atendimento ao Cliente Diretor Executivo | Pós-gradua??o em Gest?o Empresarial, Especialista em Gest?o das Emo??es e Mindfulness.
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Para reter e aumentar clientes em um pipeline de vendas focado no sucesso a longo prazo, é necessário estabelecer e manter relacionamentos sólidos com os clientes existentes. Isso pode ser alcan?ado através de um servi?o excepcional ao cliente, fornecendo suporte contínuo e solucionando quaisquer problemas de forma rápida e eficiente. Além disso, é fundamental oferecer valor adicional aos clientes, seja através de atualiza??es de produto, ofertas exclusivas ou recursos complementares. A coleta regular de feedback dos clientes também desempenha um papel fundamental na identifica??o de áreas de melhoria e na adapta??o das estratégias de vendas para atender às necessidades em constante evolu??o dos clientes.

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Emanuel Matías Tejedor

Ingeniero Industrial - Consultor en Proyectos - Docente
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Retener y hacer crecer a los clientes, denota mucho en la escucha activa, pero REAL y con voluntad fuerte de servicio. Si no estás dispuesto a hacerlo, mejor busca otro camino de desarrollo.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Contract Management

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How can you develop a sales pipeline that is focused on long-term success?

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1 Identify your target market and ideal customer profile

2 Generate and qualify leads

3 Nurture and follow up with prospects

4 Negotiate and close contracts

5 Deliver value and satisfaction

6 Retain and grow customers

7 Here’s what else to consider

Contract Management

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