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Tips to help you keep the sales pipeline flowing and B2B leads coming

Effective pipeline management can dramatically increase sales for B2B marketers. Nigel Girling, author of Improving Sales through Pipeline Management, lists four ways to keep the sales flowing.

First, increase your lead volume. By putting a greater number of B2B leads into the funnel, you'll get more deals out of it. This involves strengthening your business development activities. Review the number of new opportunities on a regular basis and create incentives to drive more opportunities.

Second, improve your win rate. One way to win a higher percentage of deals is to qualify your opportunities more thoroughly. Consider these questions: What are your prospect's specific needs, and do you have the capacity to fill those needs? What might compel them to make a buying decision in the future?

Third, increase the value of each B2B lead. Look for opportunities for cross-selling or up-selling. Make sure your customers are aware of any additional products or services you offer. Let them know how these added value features can benefit their business.

And fourth, increase your sales velocity. The speed with which you close a sale before your prospect loses interest is a good indicator of the effectiveness of your sales department.

The sales pipeline can be a valuable tool, which, used successfully, can drive revenue and maximize the value of your B2B leads.
Four Ways to keep Your Sales Flowing

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