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hi my name is will and ing to hubspot there is a real positive relationship between the number of opportunities in your sales pipeline and the chances of you achieving your revenue quota put simply the more sales opportunities that you have in your pipeline the more way more likely you are to meet or even exceed your selling quota that's pretty cool right can we distill all of sales and sales trading down to this idea just filling the pipeline well it's not as stupid as what it first seems so in this video i'm going to share with you what a solid sales pipeline looks like and how you can increase the flow of leads through yours [Music] let's start at the very beginning what is a sales pipeline well a sales pipeline visualizes how prospects move through each step of your sales process from sales qualified lead to discovery through to the demo past proposal and down to the the win or the lost deal at the end of the sales pipeline that's an example of a very basic sales pipeline but your pipeline probably has a few more steps if you've accurately mapped it out now understanding and tracking your prospects through your pipeline is incredibly valuable because it helps you focus on what deals to work on what channels leads to what sales leads closing and it allows you to forecast your success moving forward as well so let me give you an example to make this a little bit more real let's say you've got a sales pipeline worth a hundred thousand dollars in contract value and your conversion rate from lead to sale is around 15 percent well out of that 100 000 of potential deals in your pipeline you can expect to close about 15 grand worth of new business so with the simple example you can see how defining and understanding your sales pipeline allows you to accurately predict whether you need to increase your daily selling activity or if you're already on the path of crushing your sales quota so that said let's take a look at the seven stages of a winning sales pipeline now research from salesforce.com has showed that effective sales pipelines include the following seven stages and each one of these stages will help refine who is and who isn't a good fit for your product and it's likely you're going to lose a few prospects each stage of the pipeline even if your pipeline is healthy and effective that's just part of sales you're going to lose people along the way so let's take a look at these seven different stages of a sales pipeline as defined by salesforce.com first up stage one prospecting so sales prospecting is the process of getting new leads your target customers to discover your company and learn about its products or services through ads public relations over promotional activities or inbound lead generation which i'm gonna cover in a few minutes in this video stage two is lead qualification because you don't wanna spend too much of your time and resources on low quality prospects or deals that are never going to close you need lead qualification at this point in the sales pipeline a lead qualification is just the process of recognizing whether potential customers are likely or unlikely to make a purchase from you stage three is the sales meeting now it's time to go for the set we're going to schedule a call with the prospect we're going to pitch them we're going to share what our product does what it doesn't we're going to introduce our potential buyers to our solution we're going to storytell we're going to guide them through the sales process we're going to show them where they are where they want to be and how we can bridge the gap from one place to another with our product or service we're going to bring all the collective insights from within our organization to this meeting we're going to build a strong business case we're going to demonstrate how our product can help the prospect eliminate some of their pain points stage four is the proposal so your proposal is just a summary of how a product can address the leads requirements pain points and also your pricing as well think of it as an official sales offer the proposal should also demonstrate how the value that you're going to provide the customer is going to offset the cost of your product you've got to highlight any competitive advantages that differentiate you from the competition at this stage stage five is the negotiation and the commitment because no prospect in a medium to large size b2b sale is ever gonna accept and agree to a sales proposal immediately at the very minimum they're gonna have a few questions or objections to throw your way at the very other end maybe they want to renegotiate every single point in that proposal this step can go on for days to months depending on the deal size that you're working on so be ready to expand or shrink the scope of the work adjust pricing manage expectations and a few other activities before you finally both agree on a mutually beneficial partnership which moves us on to stage six which is contract signing congratulations you just closed the deal you've got to make things legally binding you've got to get that contract sign and get that cash from that customer and stage seven is the post purchase as a sales representative you're probably also responsible for a little bit at the very minimum a little bit of customer experience as well so after you get the prospect to sign on the dotted line the customer is going to expect some onboarding or training from you to get the ball moving to so you can deliver everything you promised the prospect up until this point so will i hear you ask with all that said you understand now what a sales pipeline is you may be thinking how do i fill this what's the quickest way to fill my sales pipeline and that's a great question because before you can start selling you need to increase the number of prospects that are dropping into the top of your pipeline very few sales people can hit quota relying on the inbound leads alone that's why we need to create prospecting lists and generate our own sales needs and one great tool to do this is today's video sponsor lucia.com so before you start building sales cadences and you're emailing or cold calling your prospects you're going to need an up-to-date contact list luckily lucia.com can really help us out with this now generating lists of potential prospects using lucia is easy there's only a few steps first off get signed up to lucia.com using the link below this video for free and you'll get 25 free credits so you can be rocking and rolling a few minutes from now then the lucia plugin by following the simple instructions that you'll see when you sign up to the product next sign in to lucia.com which you can see here on my lucha.com dashboard all you got to do to build your prospecting list is click the prospecting link at the top of the page and then just select the variables that make up your ideal buyer persona in this left-hand menu and it's going to spit out a ton of potential customers that you can engage with so let's do this in real time for me selling our selling made simple academy training product i want to get hold of vice presidents and sales directors in the us let's say in the telecommunications industry so i'll go to industry type go to telecommunications we'll then move on to revenue let's set a minimum revenue of 5 million for these organizations we're going to look at department we'll jump into sales get rid of that we'll look at directors we'll look at vice presidents we'll see what it comes up with there you can see there's over 10 000 people here in this categories of these series of categories that i could potentially reach out to and prospect so let's take a look here at lars lars is a vice president solution sales and engineering good deutsche telecom all i've got to do to find all these details which you can see on the screen there is click show details and there we're rocking and rolling i've got email addresses i've got phone numbers hopefully that's that looks like a direct dial number as well guys linkedin profile i can reach out to this individual now lars i appreciate you being uh part of this demo of lucia.com mate and i can reach out to this individual i can prospect them i can call the email them i can call call them i can add them to a sales cadence and lars here falls into my ideal buyer persona someone who's pretty likely to want to have a conversation with me if not end up at the bottom of the sales funnel the sales pipeline in a closed deal i can run through this list of individuals and find as many contact details as i have credits within lucia and that's not it let's say i want to make a list i want to save this to we'll create a seller made simple academy list here save and now i've got a list of individuals that fit my buy persona back to back and i can sort that list i can save it i can export it to my crm i can export it to outreach or different places where sales cadences can run there we go that's the first step of your sales pipeline crushed in just two or three minutes of inserting details into lucia.com filling your pipeline and increasing the chances of winning in sales has never been more simple than with this tool and if you'd like to start using lucia to fill your sales pipeline too just click the link that's in the description below this video and get started with 25 free credits today