10 Effective Pipeline Generation Methods to drive sales

Why do some businesses cash in like it’s Black Friday every day, while others seem to always struggle to close deals? 

The burning question that keeps sales teams searching for answers. The secret often lies in one simple but powerful concept: Pipeline Generation. 

Without a strong sales Pipeline Management, even top salespeople struggle for leads. According to Forbes, companies with accurate sales pipelines are 10% more likely to boost their revenue. So, it’s not about working harder, it’s about working smarter—with structure and strategy. 

Without a clear, visual tracking system for lead nurturing and ensuring consistent communication, you may find yourself losing out on B2B Lead Generation opportunities that could have resulted in significant sales. So, how do you build a pipeline that delivers results? 

In this guide, we’ll take you through 10 must-know Sales Pipeline Management practices that will help you build a sales funnel that will turn your pipeline into a lead-magnet that drives loyalty and conversions

What is a Sales Pipeline?

A sales pipeline is an integral blueprint that visually organises each step in the sales procedure, helping sales teams manage their leads and close deals effectively. 

The pipeline involves a progression of distinct stages a prospective buyer experiences, from initial contact to the concluding transaction, affording enterprises a sharp insight into their sales efficiency and supporting revenue anticipation.

• > Lead Generation
• > Lead Nurturing 
• > Initial Contact 
• > Proposal/Presentation
• > Deal Closing
• > Post-Sale Follow-Up

For example, for a real estate agent, a sales Pipeline Generation might start with 50 leads valued at $10M. 

After reaching out, 30 interested leads are worth $6M. Qualification narrows it down to 20 qualified buyers valued at $4M. Property tours refine it further to 10, worth $2M. Finally, closing with 5 buyers brings $1M in revenue. This structured pipeline keeps sales teams efficient, enabling them to follow up with leads and maximize revenue.

Pipeline generation guide: 10 best practices to drive sales

1. Follow up like a pro – Don’t leave your prospects on “Read”, personalize each interaction (whether it’s a quick check-in email, a friendly call or a message), to show prospects you’re engaged. 

A well-timed follow-up can be the difference between a closed deal and a lost lead in the Sales Pipeline Management process.

Example: Try different channels. If they don’t reply to your email, slide into their DMs on LinkedIn with a casual, “I was wondering if my email went to spam… or was it too boring?”

2. Monitor Pipeline Metrics: Metrics like conversion rates, deal velocity, and average sales cycle length tell you where your pipeline needs a push and where it’s thriving. 

Use dashboards to visualize data and set benchmarks, so you know when something’s off. Let numbers guide your strategy – they’ll reveal what’s working and what needs fixing.

Example: if you have 200 sales deals worth $2000 each and a 30-day cycle, the sales pipeline velocity is [(200 * 2000) / 30] = $13,333.33. This means $13,333.33 passes daily through the pipeline, and the higher this figure, the better.

3. Ditch the Dormant Leads: Holding onto every lead can clog up your pipeline and burn your team out. Be ruthless about cutting loose leads that show zero interest, don’t respond, or have dropped off the map. 

It’s not about giving up; it’s about staying efficient. Focus your time and energy on high-potential leads instead – your CRM can help you mark and track these.

Example: A dormant lead for months calls for a parting email titled, “This is where we bid adieu…” and it’s time to move forward.

4. Put your CRM to work: Your CRM isn’t just a database; it’s a dynamic tool to manage relationships, track leads, and monitor progress. Employ it to discern emerging trends, pinpoint follow-up chances, and measure efficacy.

It’s more than just a record – it’s your ultimate asset for building a rock-solid pipeline. A well-utilized CRM is the backbone of a smooth sales flow. Keep it up-to-date, clean, and active.

Example: Treat your CRM like your personal assistant. It’ll set reminders, follow-up actions, and even send emails for you. So why are you ignoring it? Give it a job!

5. Prioritize the golden ones: Not every lead is created equal. Segment your leads by factors like engagement, buying potential, or company size for more efficient resource allocation. 

Focus on high-potential leads, nurturing them to keep your sales pipeline in top shape.

Example: Focus your energy on leads with high intent, like the ones who’ve downloaded 3 of your eBooks.

6. Plan for the future: Sales is a mix of what’s happening now and what’s coming next. Forecasting helps you project future sales and prepare your team for any ups and downs. 

Look at historical data, market trends, and current pipeline health to get a realistic outlook. This foresight lets you set goals, anticipate challenges, and stay ahead of the game.

Example: The manufacturing software firm adopted a 12-month rolling pipeline model to ensure an incessant stream of viable leads for development.

7. Regular pipeline health checks: Just like a car needs regular tune-ups, so does your sales pipeline. Set up a monthly or quarterly review to evaluate your pipeline’s health, identify bottlenecks, and adjust strategies. 

Regular check-ins help you catch issues early and keep your sales machine running smoothly. It’s proactive maintenance for long-term success.

Example: If a lead hasn’t moved forward in 2 months, it’s not a pipeline, it’s a traffic jam. Time to clean it up and get things flowing.

8. Get Human, Not a sales script: Sales isn’t just about transactions – it’s about relationships. Personalized engagement at every touchpoint helps build trust and increases your chances of closing the sale. 

Tailor your communication, show genuine interest, and you’ll see the difference.

Example: Have real conversations with prospects. “How’s your business going?” sounds a lot better than “I’m just following up…”

9. Persona-based content: With a clear target audience, craft a content strategy that resonates and guides them through each buying stage. The right content at the right time builds connections, educates, and fosters trust. 

Use a blend of content types aligned with audience needs for a successful strategy.

Example: Develop content based on your buyer personas. From “Chief Decision-Maker” to “Tech-Savvy Enthusiast,” each persona has unique needs.

10. Optimise Site for Conversions: To convert leads, optimise your site to keep them interested in the buying process. Educate visitors on your product’s unique benefits and problem-solving potential with content like videos, blogs, and interactive demos. 

Demos, in particular, provide an immersive, realistic experience that’s much more engaging than traditional presentations.

Example: Shopify does it well with frictionless sign-ups and a smooth checkout process that turns site visitors into long-term customers.

Final Thoughts: The Key to Supercharging Your Sales Pipeline

Building a robust sales pipeline takes more than just strategy—it demands constant attention and adaptation. 

With the ten best Sales Pipeline Management practices outlined here, your team will be better equipped to attract, engage, and convert quality leads. For businesses eager to scale quickly, working with experienced B2B lead generation professionals can make all the difference. 

DealsInsight, India’s best B2B Lead Generation Company in Chennai, India offers the insights and pipeline Generation expertise you need to thrive in today’s market. 

Reach out to us and start building a future of consistent sales growth