Any VP or Director of Sales knows that the more opportunities you have in your pipeline, the more deals you are likely to close. It’s simple math. But getting enough real opportunities to fill your pipeline to a sizeable amount can be a difficult and stressful task for your reps, often leading them to input fake opps, resulting in an inflated pipeline. Additionally, if you are only relying on your top reps to close a few big deals in order to hit your target, than you may not be building a long-term, sustainable, sales strategy. According to HubSpot, over 40% of sales people claim that prospecting is the most difficult part of their job, therefore it is often the most overlooked. So, if you’re sales reps aren’t continually generating high quality leads to fill your pipeline, how is your company going to make any money?
Here are 3 tips to help grow your pipeline up to 10X larger so you can be the hero of your sales team!
- Define Your Ideal Target: Before you can start adding opportunities to your pipeline, you have to define what a real lead is for your team. Do you look for specific personas? Industries? Revenue? Whatever your team defines as a perfect lead, make sure it is made apparent to all your sales reps. Identifying your companies ideal lead will make it easier for your reps to narrow down the right people to reach out to.
- Ask For Referrals: Current customers are a great resource for new customers if you’ve built a strong relationship with them. Your customer believes in the value of your product, otherwise they wouldn’t have bought from you, so don’t be afraid to ask for an introduction. People are 4 times more likely to buy when referred by a friend, and 92% of people trust referrals from people they know (Nielsen). It’s also likely that your customer knows other companies that are similar to them which means the referrals you do get, probably fit your lead profile pretty well.
- Use A Lead Generation Tool: One of the best, and fastest, ways to pack your pipeline with high quality opportunities is by using a lead generation tool. Lead gen tools, like RingLead DMS Capture, can collect 1000+ leads within minutes, and then enrich those leads with the most accurate and up to date information available. With enriched information, your sales reps can separate the good leads from the bad ones, and spend their time calling, emailing, and working on the ones that have the best chance at success.
Not only can RingLead capture and enrich data, RingLead can also clean out and prevent duplicates from entering your database in real time. RingLead Data Management Solutions (DMS), is your go-to, full stack, data management platform that can streamline, enhance and organize all of the data in your CRM or Marketing Automation System. RingLead DMS is 100% cloud-based and will help you manage your entire database with the few clicks of a button, changing the way you maintain your data.
Ready to take control of your data? Schedule a demo of RingLead DMS now by clicking the box below!