How do you prioritize your sales activities based on pipeline stage?

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As a sales professional, you know that managing your pipeline is crucial for achieving your quota and closing more deals. But how do you prioritize your sales activities based on pipeline stage? How do you allocate your time and resources to the most promising prospects and opportunities? In this article, we will share some tips and best practices on how to prioritize your sales activities based on pipeline stage, using the BANT framework and the sales velocity formula.

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Géssica Gabriela Carlesso

Coordenador comercial

1 What is pipeline stage?

Pipeline stage is the term used to describe the level of readiness and interest of a prospect or an opportunity in your sales process. Typically, a sales pipeline consists of several stages, such as lead generation, qualification, discovery, proposal, negotiation, and closing. Each stage has a different probability of conversion and requires different sales activities and skills.

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2 Why is pipeline stage important?

Pipeline stage is important because it helps you understand where your prospects and opportunities are in their buying journey, what their pain points and needs are, and what value proposition and solution you can offer them. By aligning your sales activities with the pipeline stage, you can increase your chances of moving them to the next stage and closing the deal. You can also avoid wasting time and resources on prospects and opportunities that are not ready or qualified to buy from you.

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3 How to use BANT to prioritize sales activities?

BANT is a popular qualification framework that stands for Budget, Authority, Need, and Timing. It helps you assess the fit and potential of a prospect or an opportunity based on four criteria: budget (do they have the financial resources to invest in your solution?), authority (do they have the decision-making power to approve the purchase?), need (is there a clear and urgent problem that your solution can address?), and timing (do they have a specific and realistic timeframe to implement your solution?). By using BANT, you can prioritize your sales activities based on the level of qualification of each prospect or opportunity. For instance, if a prospect has a high budget, authority, and need, but a low timing, you might focus on building rapport, creating urgency, and overcoming objections. If a prospect has a low budget, authority, or need, you can either disqualify them or nurture them until they become more qualified.

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Géssica Gabriela Carlesso

Coordenador comercial
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BANT é uma das técnicas de qualifica??o. Dependendo da complexidade da sua opera??o de vendas, considere usar outras metodologias como GPCTBA (siglas em inglês) Em ordem, significam (traduzidos) Objetivo - ou seja qual o objetivo do lead? Cortar custos? Ganhar faturamento?; Problema - quais problemas o lead gostaria de solucionar; Desafios - quais os desafios do lead para chegar ao objetivo ou sanar os problemas; Tempo - quando o lead quer fazer isso? Tem um prazo?; Or?amento - o lead tem or?amento previsto?; Autoridade - quem ou quais s?o as pessoas envolvidas na tomada de decis?o?

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4 How to use sales velocity to prioritize sales activities?

Sales velocity is a metric that measures how fast you are generating revenue from your pipeline. It is calculated by multiplying the number of opportunities, the average deal size, the win rate, and the sales cycle length. By using sales velocity, you can prioritize your sales activities based on the impact they have on your revenue growth. For example, if you want to increase your sales velocity, you could focus on increasing the number of opportunities by generating more leads and referrals, as well as upsells. Additionally, you could try to increase the average deal size by cross-selling or bundling your solutions. Furthermore, you could work on improving your win rate by honing in on your sales skills and following up. Finally, decreasing the sales cycle length can be achieved by streamlining your sales process and providing value while eliminating any friction.

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5 How to balance your sales activities across pipeline stages?

Prioritizing and balancing your sales activities based on pipeline stage is essential for optimizing your pipeline management and boosting sales execution. To do this, allocate time and resources according to the potential and urgency of each stage, use a CRM system or a pipeline management tool to track performance, review the pipeline regularly and adjust activities accordingly, delegate or automate low-value tasks that don't require your personal touch, and seek feedback from your manager or peers. By taking these steps, you can deliver more value to prospects and customers, build stronger relationships, and close more deals.

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Géssica Gabriela Carlesso

Coordenador comercial
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Caso você vendedor fa?a prospe??o e fechamentos de vendas, lembro da regra dos 30 dias de Jeb Blount do livro Prospe??o Fanática: a prospe??o feita em um período de 30 dias impacta nas vendas dos próximos 90 dias! Por isso, n?o negligencie o seu período de prospe??o! Use blocos de tempo para n?o procrastinar nestas atividades.

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6 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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How do you prioritize your sales activities based on pipeline stage?

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1 What is pipeline stage?

2 Why is pipeline stage important?

3 How to use BANT to prioritize sales activities?

4 How to use sales velocity to prioritize sales activities?

5 How to balance your sales activities across pipeline stages?

6 Here’s what else to consider

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