A well-developed sales pipeline is a key component of any well managed sales management system. When properly utilized, the tool is an invaluable resource in measuring the number of quality leads in the system, the true number and dollar value of prospects versus suspects, the number of proposals submitted, the number of verbal commitments and the number and dollar value of signed deals. It is extremely useful in evaluating the effectiveness of individual sales reps and of the sales team as a whole.
As the utility of social media becomes well understood, skilled practitioners of sales management systems are beginning to take advantage of its value. Social media can play a key role in every facet of sales pipeline management.
Individuals and companies that are active social media participants are likely to generate leads, some anonymous, from individuals who visit your web site, participate in a LinkedIn group, respond to a question on LinkedIn or who follow your tweets. The key is to set a plan in motion to provide quality thought leadership on a consistent basis, to make useful white papers and other material available “free of charge” and to create a process of generating and identifying quality sales leads.
Turning Suspects into Prospects...