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A sales pipeline is a visual representation of how prospects move through your sales process. A detailed sales pipeline can help you identify blocks that are restricting the flow and show you how many prospects are at each stage.
Customer relationship management (CRM) tools can help you build and analyze your pipeline, but the exact steps will depend on your company’s process and your buyer’s journey. Think through the steps, what will qualify a prospect to move to the next step, and who will own each part of the process.
Once constructed, a sales pipeline can be important for supporting your sales team as they’ll need to track and follow up with leads to close deals. You can also use the pipeline to help forecast your growth based on how many prospects are in each step and your historic close rates.
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