Working the Pipeline: A Zonal Approach


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  • Identify the different stages in your lead management process in order to implement an effective strategy for dealing with each one
  • Make sure marketing and sales share open communication and are totally clued in to the leads funnel
  • Recognize the clogs or the stall zones and help reps move more leads up than down
  • Check-in with reps’ progress and take note of issues they are facing
  • Use tracking mechanisms (not just technology!) that keeps your team in the know e.g. competitive metrics and ROI calculators
  • Implement discipline (compliance) as well as incentives for meeting timelines and deliverables
  • Restructure the pipeline as you go along the process

A sales function is typically driven by ‘how much’. But remember it’s the ‘how’ that comes first in pipeline acceleration. Give your team a proper process to work with, capture their progress in relevant data and show them how to use it to make the most of your lead generation efforts.

Republished with author's permission from original post.

Louis Foong
Louis Foong is the founder and CEO of The ALEA Group Inc., one of North America's most innovative B2B demand generation specialists. With more than three decades of experience in the field, Louis is a thought leader on trends, best practices and issues concerning marketing and lead generation. Louis' astute sense of marketing and sales along with a clear vision of the evolving lead generation landscape has proved beneficial to numerous organizations, both small and large.


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