them through different stages of the pipeline. Always remember that your sales pipeline is your inventory.A sales pipeline looks at different steps in the sales process. It is usually a 6 stage process :

Stage 1: Is about prospecting your leads.
Stage 2: Qualification of leads and initial meeting.
Stage 3: Is where an offer is made.
Stage 4: Is where negotiation and the proposal are finalized.
Stage 5: Is where a deal is closed.
Stage 6: Is where the product or the service is delivered.

People are always confused between a sales pipeline and a sales funnel, they both are different, serving different objectives.

A sales funnel looks at the customer journey, creating awareness, evaluating and it’s all about loyalty to the customer.

Whereas a sales pipeline looks at different steps in the sales process, from prospecting leads to negotiation and closing deals. It’s where the product or the service is delivered.

There is a formula to identify a prospect, we call it the M.A.N.T formula. The way you
know you have a prospect is through money, authority, need, time frame.

Before building your pipeline, you must :
➤ Have a list of prospective buyers.
➤ A sales process.
➤ A defined revenue target.

Do join us every month, last Monday, at our Business Club for Owners Event, to learn more about tools and strategies which could help you grow.