Driving Business Development - Managing your Sales Pipeline

Business Builders Podcast

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In today's episode, our hosts Brenton Gowland and Ron Tomlian continue the series on Driving Business Development. Today's episode explores Monitoring your Business Development and in particular, how to create and manage a Sales Pipeline.
The topics covered in this second part of the series are:

• Monitoring Business Development relies on Sales Pipeline Management
• The definition of a Sales Pipeline
• Create a Sales Pipeline by mapping your sales process
• How lead times affect your Sales Pipeline
• The sales funnel
• How to create lead measures when you map your sales process
• How to estimate the value of your sales pipeline
• Including a qualification process in your Sales Pipeline
• The importance of visualising your sales process
• The importance of mapping lost opportunities
• Sales Pipeline tools - CRMs and Spreads
• The importance of the Sales Pipeline to your whole business

Adapt_CO
Helping businesses find their new shape.
SA Business Builders
Business leaders social group based in South Australia
Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

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1. Introduction (00:00:00)

2. About our Sponsor SA Business Builders (00:02:52)

3. About our Sponsor Adapt_CO (00:03:38)

4. Monitoring Business Development relies on Sales Pipeline Management (00:04:44)

5. The definition of a Sales Pipeline (00:05:57)

6. Create a Sales Pipeline by mapping your sales process (00:06:41)

7. How lead times affect your Sales Pipeline (00:08:31)

8. The sales funnel (00:10:10)

9. How to create lead measures when you map your sales process (00:15:38)

10. How to estimate the value of your sales pipeline (00:18:45)

11. Including a qualification process in your Sales Pipeline (00:20:23)

12. The importance of visualising your sales process (00:21:52)

13. The importance of mapping lost opportunities (00:24:19)

14. Sales Pipeline tools - CRMs and Spreads (00:26:01)

15. The importance of the Sales Pipeline to your whole business (00:28:34)

16. Conclusion (00:28:56)