How to Build a Sales Pipeline for Your Company

One of the biggest challenges startup founders and employees face is building a sustainable sales cycle from day one. Most early-stage business owners lean on their connections and influence to kick things off, but it’s a model that isn’t sustainable over the course of time—which is where the sales force comes in. But, in order for a company to grow and thrive, the process has to be well-defined and teachable. Its imperative for business to build a company-wide sales process from day one to eliminate  frustration, and enable the team to sell the company’s product and services with ease.

Carver Peterson Consulting developed the following five steps to help startups define their sales process from Day One. Here’s how to get started building a sales pipeline:[bctt tweet="How to Build a Sales Pipeline for Your Company, by @CarverPetersonC #salestips #learntosell"]

Clearly define your offering

Communicating the company’s products and services starts at the top. Make sure that you align with company founders or leadership on how you define and talk about your product so you can tell the company story with ease. If you don’t understand the company services, you will not be able to adequately convey them to clients. Leadership needs to let go of the reigns and empower the team to know what they know, to sell like they sell.[bctt tweet="Effectively communicating products and services starts at the top, says @CarverPetersonC"]

Outline key characteristics of your buyer

Every member of the sales team should have clear expectations as to what type of targets they should pursue. Whether that means dividing up a sales area by regions, or narrowing down a specific industry where you’ve seen a lot of success, sales teams needs direction in order to properly target and close new business. Ensure each salesperson on your team has clear targets to work with, then measure success from there.[bctt tweet="Ensure your sales team has clear targets to measure success - @CarverPetersonC #salestips"]

Establish value messaging

When you can clearly communicate your offering and know who to target, define a value proposition that solves problems for your prospects. Whether that means creating marketing materials that tell the right story, or summarizing key services into quick bullet points, your sales team won’t find success without a clear understanding of what the company can do for your target customer.[bctt tweet="Sales won’t be successful w/out clear understanding of how to solve pain points - @CarverPetersonC"]

Identify key decision-makers

Figure out who at the target organization is calling the shots. Then, figure out how to reach them. Whether that means connecting on LinkedIn, cold calling, or requesting an introduction from a mutual contact, once you find a way to reach the decision-maker, you will have a story to tell.[bctt tweet="Get creative about finding a way to the decision-maker, says @CarverPetersonC #salestips"]

Lead them through the traditional sales cycle

The Carver Peterson Sales Cycle includes five stages: prospect, connect, qualify, commit, and serve. Strengthen your team’s selling prowess by giving them the tools needed to carry a prospect through every stage of communication. Find out more about educating non-sales people on the selling process with this article: Like it Or Not, We're All in Sales Now.[bctt tweet="#SalesCycle: prospect> connect> qualify> commit> serve - @CarverPetersonC"]

It is said that startup founders generate 90% of the company revenue. But for a startup to achieve consistent growth and scale, the company leaders need to spend their time actually leading. Enable the startup you sell for to grow by establishing a sales process from Day One, so that other people on the sales team can drive revenue and develop new business for the organization. Need help getting started? Contact Carver Peterson and we will map out a plan to help educate your team on the sales process.[bctt tweet="Develop a sustainable sales process from Day 1 so you can shift focus to scaling - @CarverPetersonC"]

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