Building a healthy sales pipeline is critical if you want to attain your revenue goals 3, 6, or 9 months from now…
So what steps should you take to build and sustain a HEALTHY sales pipeline all year long?
1. Fuel Your Engine with Leads
Sales is a numbers game. Your pipeline’s health starts with a steady stream of leads. Only a portion of those leads will qualify, and even fewer will be ready to buy now. How many suspects are in your lead pool today? 100? 300? That’s not nearly enough to create a healthy pipeline.
It is PARAMOUNT that you add ENOUGH targeted leads into the top of your marketing and sales engine!
So, are you relying on LinkedIn or referrals alone? That’s not enough. You need a consistent influx of targeted leads from a larger database.
2. Qualify Every Lead
Don’t let tire-kickers clog your pipeline. Develop targeted questions to assess each lead’s potential:
- What are their pain points?
- Have they tried solutions before?
- How urgent is their need?
- What’s their budget?
- Who else is involved in the decision?
Use this information to segment leads (A, B, or C) and tailor your marketing accordingly.
3. Nurture Qualified Prospects
Not every qualified lead is ready to buy today. Use valuable content and email marketing to nurture them. Always have a “next step” planned:
- Schedule demos or follow-up calls
- Share relevant content
- Stay in touch regularly
Your goal is to be top-of-mind when they’re ready to buy.
4. Leverage Your CRM
A well-maintained CRM is crucial. Track lead quality, customize it to your sales process, and monitor opportunities. A healthy pipeline 
shows:
- Opportunities at every stage
- A steady flow of new opportunities
- Movement through the pipeline stages
Identify and address any bottlenecks.
5. Unblock Stuck Opportunities
Run reports to pinpoint where deals stall. Is it a training issue? A prospect issue? A proposal issue? Resolve the root causes to keep deals moving.
Key Takeaway:
Consistent marketing to a targeted audience is the cornerstone of a healthy sales pipeline. If you’re ready to cast a wider net, Mentor Tech Group can connect you with over 35,000 verified decision-makers in your target market.
Ready to supercharge your pipeline? Contact us today!
YOU MUST market to ENOUGH targeted decision-makers regularly to build a healthy sales pipeline.
Isn’t it time you got serious about lead generation and pipeline building?
When you’re ready to cast a wider net to Corporate Training & HR decision-makers in your TARGET MARKET, MTG has what you need.
Mentor Tech Group is the #1 resource for accessing decision-makers in Corporate Training, e-Learning, HR, and Talent Management. With more than 35,000 CONFIRMED Training & HR decision-maker contacts at the top US companies, there is no better resource to meet your pipeline growth needs.
For more information, or to request a quote, please CONTACT US TODAY: 651-457-8600, Ext. 1.
