The Importance of Your Sales and Marketing Pipeline
The Phases of the Pipeline
The Stakeholders Involved in the Sales and Marketing Pipeline
Build Your Lists
Implement a Lead Scoring and Tiering Method
Track the Strength of Your Pipeline
Track Volume Metrics
Calculate Conversion Ratios
Monitor Cycle Times
Forecast Upcoming Sales
Inspect Results
Takeaway: Ensure You Put a Strong Pipeline in Place
Sales Cookbook – Pipeline: Generate Leads
12 Jul 2017
by
Hélène Pielmeier
Language service providers need to fill their sales and marketing pipeline with the right companies to achieve sustainable sales success. They must deploy rigorous process to proactively identify and develop prospects that meet their segmentation criteria. This module of the CSA Research “Sales Cookbook” guides LSPs on how to formalize their lead generation efforts for every target market segment they pursue.
Who Should Read This
Executives, marketing managers, and sales managers involved in setting the direction for lead generation efforts
Staff involved in lead generation
Contents
Why Pipeline Management Matters
Build Your Lists
Implement a Lead Scoring Method
Track the Strength of Your Pipeline
Resolve Pipeline Issues
Takeaway: Ensure You Put a Strong Pipeline in Place
Sample Questions We Address
How many leads do you need to meet your goals?
Are lead generation companies a good source of leads?
How do you implement a lead scoring method?
How do you tier leads?
What metrics matter to track the strength of your sales and marketing pipeline?
CSA Research conducted a large-scale survey of translators and interpreters in all corners of the world in cooperation with ProZ.com, Translators without Borders, and several industry associations. We sought to characterize the demographics, behavior…
