Let’s get real, prospecting is without a shadow of a doubt the number one most frustrating aspect of sales. Salespeople avoid it more than any other stage of the sales process. It’s not fun and very few enjoy it.
A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed through the different stages until closed.
Okay, this might seem to be a strange title for an article. But knowing the clear difference between a sales funnel and a sales pipeline can mean a great deal to your company, your sales organisation and your salespeople—and greatly influence your choice of a CRM solution.