Healthcare Robotics sales is an endless cycle of prospecting, outreach, more outreach, closing sales, and then repeating. One of the best ways to sustain the “sales pipeline” is by building a stable circulation of qualified leads and managing your CRM. According to a Technology Advice report, companies that use pipeline management see 28% more growth than those that do not.
Here are some ways you could develop an increasing sales pipeline to boost your sales.
Understand how your customer’s buy
The phases of your sales pipeline should be lined up with the Buyer’s Journey. The Buyer’s Journey is made of three phases:
Awareness Phase: Your potential customers recognize they have a problem and are in the process of figuring out exactly what it is.
Consideration Phase: Your leads have a complete understanding of their problem, and are looking for ways to solve it.
Decision Phase: Your leads know how to solve their problem and are looking for products/services to do so.
Define the sales stages
With the Buyer’s Journey in mind, the phases of your sales pipeline look like:
Identify: A visitor to your site takes an action like submitting a form, going to a webinar, or asking questions in the comments section of your blog or message space. You could also proactively prospect and build a list of optimal leads.
Lead Nurture: In this phase, you could share regular content using strategically developed Lead Nurturing Emails every week, that are not selling your option, but providing solutions to your leads issues. Using monitoring software, you can engage leads that respond to content around particular topics.
Engage: Starting a discussion about the obstacles and objectives over email or phone will help you identify whether the prospect has an issue you can help with. When you make a connection, you can build a relationship and schedule a meeting.
Discover: In this phase, you ask and learn more about your prospect’s difficulties, objectives, and responsibilities. It’s best to understand their issues in this phase, but not sell just yet.
Prepare a presentation with a solution: Create a tailored presentation based on what you’ve found out about the prospect. Keep in mind to use their supplied information.
Recommend a Tailored Solution: Your leads have a face-to-face or over the phone conversation with you, and examine their objectives and difficulties in relation to your solution.
Agreement Review: Once a prospect has requested your solution, prepare an agreement to go over with them and settle any disagreements.
Close: The client authorizes and signs the agreement, and also makes a deposit.
Develop your objectives
You should have certain objectives for each phase of the sales pipeline. This will help keep your sales team inspired and improve the possibilities of success. For example, you can have a goal of closing 120 sales a year. This means 10 sales a month.
Create a dashboard
Once you have identified the phases of your pipeline and developed your objectives, make a dashboard that will help track your development. The dashboard should be updated every day with important information about your sales pipeline. At a glance, you should be able to see where you are and what your strategy is. You could build a dashboard using a spreadsheet or CRM like HubSpot. You could take a look at HubSpot’s Advance Sales Dashboard here. The dashboard should keep track of information like:
Top priorities: which tasks and jobs are the most important?
Schedule: Is my schedule informed by my top priorities?
Task goals: For example, how many proposals do I have to send every month?
Revenue goals: How am I succeeding toward my income goals?
Leads: Do I have enough to load the pipeline?
Keep your sales pipeline loaded
According to the sales expert Colleen Francis, many salespeople find themselves stuck in the “sales trap.” This happens when a lot of effort is taken to make a sale, but little attention is paid on getting new leads. With time, this leads to a dry pipeline. To prevent this, you should have a method for filling your pipeline regularly. Here are a few ways to do this:
Buying lists: Although many salespeople find lists inaccurate, in some cases lists can be helpful for giving a pipeline of leads.
List building services: Much like list-buying, these can be hit-or-miss, but specialized services can give you enough names to be a help.
Build your own list: With specialist networks like LinkedIn, you could build a list of excellent companies and find out who works there. You can then find their contact information with emails and phone numbers to get more leads into your pipeline.
Inbound lead generation: Getting leads to come to you is the best option. These leads have an idea of your brand name and have some passion in the service you provide. The level of their interest can vary from just seeing your website, opening an email, downloading premium content, asking for a demo, of filling out a form. To get more information on getting leads online to fill your pipeline, read “Generating Leads Online: The Birds and the Bees.”
Preserve your pipeline
As you send out proposals and close sales, take time to discover new leads to load the top of the funnel. This should be a daily task to make sure the pipeline is moving. Determine the number of potential customers you need in the Engage phase in order to meet your sales targets. The bright side is that there are sales administration software applications out there that could help you check the activity of your leads in the pipeline.
Tidy up your pipeline
If a prospective customer ends up being less than a great lead, or doesn’t move through the pipeline after a while, it’s time to reevaluate. Cleaning up your pipeline will help you concentrate on qualified leads that deserve your interest. It will also help you make more accurate sales projections. This also means that your information should be up to date. For example, if a prospect leaves your target company, take them off the list and figure out the new person filling that role. Check your goals regularly to make sure they are attainable.
The bottom line
Developing a consistent sales pipeline can be tricky for even the best salespeople. You need to constantly evaluate where your leads are in the Buyer’s Journey. This process belongs to a bigger body of marketing and sales strategies called Inbound Marketing.
It can be hard to do all of this alone. Responsify works with Healthcare Robotics sales and business development pros to offer strategy, support, and help in developing an inbound leads pipeline. By collaborating, we assist marketing and salespeople tactically bring in brand-new website visitors, convert them to qualified leads, and then pleased consumers.
We’ve helped plenty of sales pros integrate Inbound right into their existing sales process. Do not hesitate to book a totally free strategy session to help you assess your properties and get free advice on how to make them better.