How can you use a sales pipeline to improve your business relationships?

2 Align your goals

A sales pipeline can help you align your goals with your audience's goals. You can use the pipeline stages to define the objectives and outcomes that you and your audience want to achieve at each step. For example, in the awareness stage, your goal might be to educate your audience about a problem or opportunity, while their goal might be to learn more about your solution. By aligning your goals, you can create win-win scenarios and mutual value.

3 Manage your expectations

A sales pipeline can help you manage your expectations and your audience's expectations. You can use the pipeline metrics and indicators to measure and monitor your performance and progress. For example, you can track the conversion rates, cycle times, deal sizes, and revenue of your pipeline. You can also use the pipeline data to forecast and plan your future actions and resources. By managing your expectations, you can avoid surprises, disappointments, and conflicts.

4 Nurture your relationships

A sales pipeline can help you nurture your relationships with your audience. You can use the pipeline activities to engage and interact with your audience throughout the sales cycle. For example, you can send emails, make calls, schedule meetings, share content, provide feedback, and offer incentives. You can also use the pipeline feedback to improve and refine your sales strategy and tactics. By nurturing your relationships, you can increase your loyalty, retention, and referrals.

5 Grow your network

A sales pipeline can help you grow your network with your audience. You can use the pipeline opportunities to expand and deepen your connections with your existing and potential customers, partners, and stakeholders. For example, you can ask for referrals, introductions, testimonials, or case studies. You can also use the pipeline referrals to generate and qualify new leads and prospects. By growing your network, you can enhance your reputation, influence, and reach.

A sales pipeline is a powerful BRM tool that can help you improve your business relationships. By using a sales pipeline, you can know your audience, align your goals, manage your expectations, nurture your relationships, and grow your network. How do you use a sales pipeline in your BRM practice? Share your tips and best practices with us.