Building a Sales Pipeline? What You Need To Know

February 19, 2023  

Are you feeling overwhelmed with all the tasks needed to run a successful small business? Have you been struggling to keep up with your sales pipeline? Don't fret - we've got the answers for you. In this blog post, we'll talk about how to build and maintain an effective sales pipeline for your small business. We will discuss step-by-step actions that need to be taken when starting from scratch as well as automating it using Keap. You will also learn how tracking and analyzing results can help optimize the process further - so let's get started on making sure those customers are flowing through like clockwork.

Table of Contents:

What is a Sales Pipeline?

Sales pipelines are a powerful tool for small businesses to help them market themselves better. A sales pipeline is the process of tracking and managing leads from initial contact through closing a sale. It helps you keep track of prospects, prioritize tasks, and measure performance so that you can maximize your efforts and increase your success rate.

Keap Sales Pipeline

Definition of a Sales Pipeline

A sales pipeline is an organized system used to manage customer relationships from initial contact to final sale. It includes all the steps taken in between such as nurturing leads, qualifying prospects, setting up meetings, following up on conversations, and more. The aim is to guarantee that each stage of the pipeline is accomplished effectively, enabling potential clients to be converted into paying customers rapidly and effortlessly.

Benefits of Having a Sales Pipeline

Having a well-defined sales pipeline allows small business owners to stay organized while also helping them identify opportunities for improvement or areas where they need additional resources or support. Equipped with this data, entrepreneurs can make prudent decisions on how to optimise their effort and resources for maximum efficacy. Additionally, having an established sales pipeline makes it easier for teams within an organization to collaborate effectively since everyone knows what needs doing when it comes time for follow-up calls or emails with potential clients. Finally, having clear visibility into the entire process enables business owners to accurately forecast future revenue which helps them plan ahead more effectively when budgeting for marketing campaigns or other initiatives related to growing their business further down the line.

How To Create A Sales Pipeline

Creating a successful sales pipeline requires careful planning and consideration before taking any actionable steps towards implementation – but don’t worry. We’ve got some tips here that will help get you started on creating one tailored specifically towards your own unique goals as a small business owner:

Before taking any actionable steps towards implementation, it is important to carefully plan and consider the creation of a successful sales pipeline. To get started on creating one tailored specifically towards your own unique goals as a small business owner, here are some tips: Identify your target audience - Before building out your sales funnel, determine who you are targeting with this particular initiative; whether it be existing customers looking for new products/services or prospective buyers who may not even know about your company yet. Knowing this information upfront will allow you to focus on crafting messaging around those specific audiences instead of wasting valuable time without direction.

• Craft An Effective Message - Once you've identified who exactly it is you're targeting now its time craft effective messaging geared towards resonating with those individuals by highlighting why they should choose YOUR product/service over anyone else's (ease-of-use? price point? convenience?). This message should be consistent across all channels (social media posts/ads etc.) so people recognize immediately what sets YOU apart from competitors when they come across content related directly back too YOU.

A sales pipeline can be a powerful asset for small businesses, allowing them to optimize their promotional activities and expand their reach. By understanding the basics of creating a sales pipeline, you can begin building your own from scratch.

Key Takeaway: Sales pipelines are an effective tool for small businesses to track and manage leads, maximize efforts, prioritize tasks, measure performance and forecast future revenue.

Building Your Sales Pipeline from Scratch

Building a successful sales pipeline from scratch is essential for any small business or entrepreneur. Creating a profitable sales pipeline from nothing can be intimidating, yet with the correct methodology and resources, you can construct an effective system that will bolster your venture.

Identifying Your Target Audience:

Knowing who you are trying to reach is key when it comes to building a successful sales pipeline. Take the time to analyse your target market and comprehend their needs, wishes, and issues so that you can craft communication that resonates with them. Once you have identified your target audience, it’s important to segment them into smaller groups based on their interests or demographics so that you can tailor your messages accordingly.

Crafting an Effective Message:

After identifying your target audience, it’s time to craft an effective message that speaks directly to them. Think about what sets them apart and how they could take advantage of your product or service - that should be the main emphasis in all of your messaging initiatives from now on. Make sure each piece of content offers value in some way; whether through education or entertainment – this will ensure people stay engaged with what you have to say.

Once you know who you are targeting and what message resonates best with them, it's time to decide which platforms make sense for reaching those people most effectively. Depending on the type of product/service being offered as well as budget constraints there may be different options available such as email marketing campaigns, social media ads/posts etc. Research each platform thoroughly before committing resources in order to get maximum return on investment (ROI). Additionally consider investing in automation software like Keap which helps streamline processes such as lead generation and follow-up emails, saving valuable time and money while increasing efficiency overall.

Creating a successful sales pipeline requires careful consideration of your target audience, message, and tools. Keap offers a streamlined approach to automating your sales pipeline, ensuring that you're accurately targeting the right prospects with an effective message and appropriate tools.

Key Takeaway: Crafting an effective message that speaks to your target audience and selecting the right channels through which to reach them is essential for constructing a successful sales pipeline. Automation tools like Keap can help streamline processes and maximize ROI.

Truth about follow up

Automating Your Sales Process with Keap

What is KeapKeap is an all-in-one sales and marketing automation platform designed to help small businesses manage their pipelines. It helps streamline the process of managing leads, nurturing relationships, and closing deals by automating tedious tasks like sending emails, tracking customer interactions, and generating reports. Keap is a great choice for businesses that want to improve their sales process efficiency, due to its user-friendly design and powerful capabilities.

The advantages of utilizing Keap for your business are plentiful. It can save you time by automating tedious tasks, enable you to track customer interactions so that you know precisely where each lead stands in the pipeline, generate detailed reports on how your campaigns are performing allowing for strategy adjustments accordingly, and with its drag-and-drop interface creating automated processes is a breeze even without much technical knowledge.

By automating your sales process with Keap, you can streamline and optimize your operations to increase efficiency and profitability - allowing you to focus on tracking and analyzing the performance of your campaigns for even greater success.

Sales Pipeline Graphic

Tracking and Analyzing Your Results

Measuring the Performance of Your Campaigns. Analyzing and monitoring your outcomes is key to ensuring you are maximizing the returns of your promotional activities. By measuring the performance of each campaign, you can identify what works and what doesn’t, so that you can adjust accordingly. To measure performance, start by setting goals for each campaign. This could include things like increasing website traffic or boosting sales revenue from a certain product line. Once you have set these goals, track how well they are being met over time using analytics tools such as Google Analytics or Keap's reporting features. Track consumer sentiment to evaluate how contented customers are with your goods or services.

Adjusting Strategies Based on Data Analysis. Once you've observed and scrutinized the data from your campaigns, it's essential to modify them in line with what you discover for better productivity and impact in future. For example, if one particular campaign isn't performing as expected, consider tweaking elements such as messaging or visuals in order to see if this improves its success rate before scrapping it altogether. Additionally, look at which channels work best for reaching potential customers - whether it be social media platforms like Facebook or LinkedIn - then focus more resources into those areas while reducing spending elsewhere where necessary

Key Takeaway: Evaluating the efficacy of your promotional activities is essential for discerning what succeeds and fails, thus enabling you to tweak approaches in order to maximize productivity and contact target customers.

FAQs in Relation to Sales Pipeline

What is sales pipeline vs sales funnel?

A sales pipeline is a visual representation of the stages that a customer goes through when making a purchase. It typically includes activities such as lead generation, prospecting, qualification, and closing. The goal of the pipeline is to track progress and identify areas for improvement in order to maximize revenue.

A sales funnel on the other hand is an automated process used to move prospects from one stage of the buying cycle to another. It involves creating content and campaigns tailored specifically for each stage in order to nurture leads until they are ready to make a purchase decision. Funnels also help marketers measure how effective their efforts are at converting leads into customers.

Sales Funnel Vs Sales Pipeline

What should a sales pipeline include?

A sales pipeline should include a variety of tools and strategies to help small businesses reach their target audience. This involves crafting content, for instance blog entries, videos and social media posts; optimizing websites to make them visible in search engine results; utilizing email marketing campaigns; leveraging influencers to promote the business's profile; executing targeted ads on different platforms such as Google Ads or Facebook Ads; and monitoring analytics data to assess progress. All these components work together to create an effective sales pipeline that can generate leads, nurture them through the funnel, and convert them into paying customers.

What is sales pipeline stages?

Sales pipeline stages are the steps a business takes to move potential customers from initial contact to purchase. It typically involves activities such as lead generation, qualification, needs assessment, proposal development and negotiation. Each stage of the sales pipeline is crafted to engender confidence in prospects and supply them with adequate knowledge to take a well-thought-out resolution regarding whether or not they should acquire your product or service. By tracking progress through each stage of the sales pipeline, businesses can identify areas for improvement and ensure that their marketing efforts are being used effectively.

How do you plan a sales pipeline?

A successful sales pipeline begins with understanding your target market and their needs. Once you've got a firm grasp on the type of customer you're looking to target, devise an effective promotional plan that'll reach them. Develop content that resonates with the audience and use multiple channels to distribute it. Track the progress of each campaign and measure its success. Finally, build relationships with prospects by providing value-added services or resources such as webinars, case studies, or free trials. With this approach in place, you can create a powerful sales pipeline that will help generate leads and convert them into customers for your business.


It's essential to monitor your advancement, assess outcomes and refine the procedure - all of which can be achieved through having a sales pipeline. We can help you build out your sales pipeline so that it works for you.  Schedule a free marketing review at the top of the page or book a free consult below.

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