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How To Calculate Pipeline and HIRO Pipeline for your Facility Management Business
Manage episode 386773456 series 3304233
Content provided by Javier Lozano, Jr. - Facility Management Marketing & Sales Expert, Javier Lozano, Jr. - Facility Management Marketing, and Sales Expert. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Javier Lozano, Jr. - Facility Management Marketing & Sales Expert, Javier Lozano, Jr. - Facility Management Marketing, and Sales Expert or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
CMO and marketing guru, Javier Lozano, Jr., takes you through the importance of calculating pipeline for a facility management company's marketing efforts.
He outlines the stages of leads, marketing qualified leads, sales qualified leads, and customers. And, how different tiers within each stage help classify the level of interest or engagement of potential clients. With the goal to optimize for sales rather than just generating leads.
Customization is key as different FM companies may have varying sales processes. However, Javier discusses the importance of calculating pipeline for facility management marketing, outlining three types of SQLs and emphasizing the alignment between sales and marketing teams to drive revenue.
He explains the process of converting leads to MQLs, SQLs, and customers, highlighting the significance of tracking conversion rates and future revenue projections.
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