Driving Business Development - Managing your Sales Pipeline

Business Builders Podcast

In today's episode, our hosts Brenton Gowland and Ron Tomlian continue the series on Driving Business Development. Today's episode explores Monitoring your Business Development and in particular, how to create and manage a Sales Pipeline.
The topics covered in this second part of the series are:

• Monitoring Business Development relies on Sales Pipeline Management
• The definition of a Sales Pipeline
• Create a Sales Pipeline by mapping your sales process
• How lead times affect your Sales Pipeline
• The sales funnel
• How to create lead measures when you map your sales process
• How to estimate the value of your sales pipeline
• Including a qualification process in your Sales Pipeline
• The importance of visualising your sales process
• The importance of mapping lost opportunities
• Sales Pipeline tools - CRMs and Spreads
• The importance of the Sales Pipeline to your whole business

Adapt_CO
Helping businesses find their new shape.
SA Business Builders
Business leaders social group based in South Australia
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Chapters

1. Introduction (00:00:00)

2. About our Sponsor SA Business Builders (00:02:52)

3. About our Sponsor Adapt_CO (00:03:38)

4. Monitoring Business Development relies on Sales Pipeline Management (00:04:44)

5. The definition of a Sales Pipeline (00:05:57)

6. Create a Sales Pipeline by mapping your sales process (00:06:41)

7. How lead times affect your Sales Pipeline (00:08:31)

8. The sales funnel (00:10:10)

9. How to create lead measures when you map your sales process (00:15:38)

10. How to estimate the value of your sales pipeline (00:18:45)

11. Including a qualification process in your Sales Pipeline (00:20:23)

12. The importance of visualising your sales process (00:21:52)

13. The importance of mapping lost opportunities (00:24:19)

14. Sales Pipeline tools - CRMs and Spreads (00:26:01)

15. The importance of the Sales Pipeline to your whole business (00:28:34)

16. Conclusion (00:28:56)