Streamline your lead pipeline management for production

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in this video we're going to discuss what sales pipeline management is and how it increases potential revenue through utilizing marketing automation and crm technologies as well as nurturing techniques to facilitate lead generation hi my name's alan from acadia lms we're a b2b marketing firm that specializes in lead generation for industrial manufacturing companies we help small to mid-sized businesses grow by assessing what their needs are then creating a custom blend digital marketing and sales pipeline management strategy to produce data-driven results from a high level lead generation is the process of gaining potential customers by utilizing marketing and sales tactics just like any machine in a production line one must have a service budget for it thinking of your sales process as a sort of machine optimizing its process will make it more efficient and your production floor busy one of the most tried and true forms of lead generation is outbound calling this is the process of calling potential customers trying to get in contact with decision makers within the organization however this is becoming an increasingly outdated method because of people's unwillingness to answer their phones in fear of robocalls or scams highest state of the phone call report reveals that spam calls grew to 25.3 billion in 2019 and they noted that 26 of unidentified calls are answered knowing this marketing and sales people must meet the people where they are the internet these updated outbound practices follow the same thought process as older ones except using methods such as email campaigns promotions targeted advertisements and more an important component of this process is a marketing automation tool such as hubspot with this a marketer is able to nurture leads that they gain until they qualify to be sent over to the sales team an example of this nurturing process would be if a visitor came to your website and submitted their email in order to receive some sort of information tool ebook etc this shows you that they are interested in what you have to offer this automatically enrolls that visitor into an email campaign integrated within your automation tool the automation tool then sends the potential lead timely information to gauge their interest in order to warrant further contact these emails could contain anything from an e-book offer to an invite to a private webinar both meant to be informational rather than sales pitch-based once the potential customer decides their need can be solved by your product or service they will reach out by calling or by filling out a form on your website the other option is by using a tool like hubspot crm which allows you to see when the same customer opens or clicks the emails they've been sent as well as the web pages they are visiting if they are visiting high value pages like contact us or about us they would warrant more attention such as a phone call or personalized message this updated method for acquiring leads proves extremely effective because it saves an immense amount of time that would be spent following up with people that aren't truly interested this allows the prospect to decide for themselves if they need your product or not letting them reach out when they're interested this method is so effective because you're reaching out to pre-qualified prospects and not spending more effort on them than necessary because not every lead is worth chasing incorporating your sales process with technology is very important to stay organized but also to improve the efficiency of your process by leveraging data to make decisions gathering information on potential customers previous conversations business intelligence and other general research can all be housed in a crm this information can be manipulated to create lists and other valuable assets for your sales team i hope this video gave you an understanding of what sales pipeline management can be and some of the higher level aspects that go into fueling your sales pipeline if you'd like to learn more about how to grow your small to mid-sized business check out our webpage on sales pipeline management you