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The Awkward Truths About Sales Pipeline Optimization 

The Awkward Truths About Sales Pipeline Optimization 

The Awkward Truths About Sales Pipeline Optimization 

Can you remember a time when you are in a meeting room and you can see the marketing and the sales team having a go at it with each other? That is one of the easiest ways to ruin your sales pipeline optimization efforts. 

Truth be told, no matter how advanced and cutting-edge your tech stack or how well-polished and streamlined your campaigns are, the simplest misalignments can tip over the results of your efforts. 

These are several awkward truths that may seem too personal, but let’s dive deep into each and explore how to rise to the challenges it presents. 

  1. Marketing and sales teams have different definitions for the word “success” when it comes to sales pipeline optimization. 
  1. Bad data costs businesses millions of money whether it’s British pounds, US dollars, or Euros. 
  1. A large number of marketing efforts are abandoned before they can garner results. 
  1. More data, tools, or content can be unnecessary for sales pipeline optimization. 
  1. 79% of marketing leads never convert due to poor quality. 
  1. Teams, especially sales teams, ignore their leads if they don’t trust them. 
  1. Even if not all leads manifest into customers, you won’t get orders if you don’t call. 


Hands Showing Seven Fingers


Fresh take: While each professional defines “success” differently, in a corporate environment, the marketing team and the sales team must align. 

“Companies with aligned goals see 67% higher conversion rates.” – Source: MarketingProfs 

Can you remember all the times that you have started a quarter with a generalized target like “increase leads”? Although a goal, it lacks clarity and it can lead to confusion and misaligned efforts. Also, instead of fostering collaboration, it might lead to both teams just working on their own perceived goals. 

So how can this be solved? Work together and decide on a set of metrics that significantly churn out results. This means come up with goals that are more long-term, aligns with the sales cycles, and more focused on buyer engagement. This way, it holds accountability and makes ROI measurable across all processes and efforts. This kind of collaboration helps build trust that guarantees a more united pull in the same direction that contributes on your sales pipeline optimization. 

Send us a message to learn more about how you can properly align your marketing and sales teams.

 

Fresh take: Improve your data gathering strategies as it will help your sales pipeline optimization. 

“Accurate lead data can improve ROI by 20%.” – Source: Experian 

For every bad lead that your team member chases, it costs you time and resources that could have been allotted for closing real deals instead. At this point, it’s not just about having data, but having data that is actually a potential lead or can be nurtured. Most managers don’t consider the mental and emotional effect of a bad lead to their team member – it’s demoralizing. 

Invest in better data generation strategies and come up with data reviews to clear the path for better opportunities and leads to come in. Discover how data can work to your advantage.  

Send us a message so, we can answer all your questions. 


Fresh take: Instead of looking at time as your enemy, think of it as an ally. Be patient. All great things take time, especially in sales pipeline optimization. 

“Companies focusing on the long term see a 58% competitive advantage.” – Source: Harvard Business Review 

Buyers need multiple touchpoints to your product or service before they decide to engage. This is why long-term strategies that establish brand awareness leading to brand loyalty works better than any quick-fix approach any day. 

 
Be realistic with your timelines, master your communication processes, and always do your best to stick to the plan. Don’t hesitate to reach out to us so we can discuss timelines that best suit your strategies. 


Fresh take: If it’s the right tools, qualified data, and engaging content, you need it. 

“You need a proven, efficient process designed to align, equip, and deliver guaranteed outcomes.” 

Look at it this way: the tools, the data, and the content serve as your armor and weapon in the fight for quality leads. It helps bridge the gap between marketing and sales, and creates a seamless process between the two departments. 

Feel free to contact us so we can talk about what kind of tools content would best fit your marketing and sales strategies. 


Fresh take: Lead nurturing is an important part of marketing and sales. Determine a limit for your efforts, but don’t stop at the first try. 

“Companies that nurture leads generate 50% more sales-ready opportunities at a lower cost.” – Source: Marketo 

If your leads are not working, consider looking at your own processes and strategies. Are you only reaching out when it’s time to sell? If that’s the case, then you’re completely off the mark. For every stage of the buyer’s journey, you have to deliver value. It can be in the form of personalized emails, value-filled content, and consistent engagement. Said practices will demonstrate your understanding of your target market’s challenges and your willingness to help them solve it. 

Although automation is a huge help in these efforts, going the extra mile to personalize your efforts toward each lead can be very impactful. Send us a message so we can collaborate for your success. 


Fresh take: Leads that don’t work do not just waste whatever time could have been spent by team members in nurturing or finding other leads; it also breaks the trust between the marketing and the sales teams. 

“When sales teams trust leads, revenue increases by 32%.” – Source: Aberdeen Group 

When the sales teams feel more confident about the quality of their leads, they are more motivated to follow through and work harder, which would be a great help in your sales pipeline optimization. 

Lead nurturing can be a big help for the sales team. Contact us to learn about how we find top-quality leads. 


Fresh take: Don’t underestimate the Ps in Sales Nurture: Perseverance, Patience, and Persistence. Having these consistently in your mind whenever you pursue a lead is crucial to your success as a sales team member. 

“Don’t let only 40% of marketing nurtured leads get one call attempt, leaving the rest to die.” 

Again, not all leads go somewhere so make sure you have a re-nurture process in place by your marketing team so they can continue engagement. Both the marketing and sales team can work together in translating these leads into sales. Remember that, just because it wasn’t a solid lead today means it cannot turn into one in the coming days. 

At The Point Company, we treat challenges as stepping stones to your success. Feel free to send us a message so we can further discuss how we can collaborate and work together. 

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