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hi this is Doug dvorac founder and managing principal of the sales coaching Institute take a look at our website .s sales coach. us I'd like to welcome you to our consultative selling video training Series in this episode we're going to be discussing and reviewing and drilling down on the sales funnel or sales pipeline some strategies tenants techniques to help you build a robust and effective truly effective sales pipeline so what is the purpose of a sales funnel or pipeline a sales funnel or pipeline presents a snapshot of your sales function at any given point in time when you initiate conversations with new opportunities with prospects they enter the system or sales funnel new leads coming into the syst system for example opportunities are initially placed into the top of the funnel the widest part and then worked through the system by qualifying developing nurturing proposing and evaluating Solutions also there's a fair amount of negotiating and then at the narrow part of the funnel a purchase is made and a product or service or solution is actually implemented the sales funnel as I mentioned is also referred to as the sales pipeline each step in the funnel has clearly defined criteria that need to be addressed before the opportunity can move further along in other words leads become more and more qualified as they work their way through the funnel the funnel or pipeline provides a great way to track and forecast sales and gauge marketing activities by reviewing a sales funnel report you can see how many leads are at each step if there are many bottlenecks and if there are a significant number of leads at any given stages now some of you might be using salesforce.com or Sugar CRM or some CRM program that has a formalized sales pipeline process with actual odds the sales funnel in Salesforce you could have new opportunities initial communication fact finding and qualifying developing a solution proposing a solution if you sell software in a SAS model per perhaps a demo the solution evalu ation negotiation the actual buying decision the actual purchase order and then account maintenance