Building a Steadily Increasing Pipeline for Remote Care Monitoring Sales
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remote care monitoring sales is an endless process of prospecting, regular outreach, even more outreach, closing deals, and then repeating. One of the most effective methods of continuing this “sales pipeline” is developing a constant flow of qualified leads and managing them in a CRM. Technology Advice found that companies that use pipeline monitoring experience 28% greater growth compared to those that don’t!
Follow the tips below to develop a constantly growing remote care monitoring sales pipeline to enhance your sales:
Understand how your customers buy
Align your remote care monitoring sales pipeline phases with the Buyer’s Journey. The Buyer’s Journey includes:
- Awareness Stage— Your leads recognize that they have a problem/challenge and are in the process of fully understanding this problem/challenge.
- Consideration Stage— Your leads have a complete understanding of their problem/challenge and are looking for ways to solve it.
- Decision Stage— Your leads have chosen which approach to solve their issue and are comparing companies.
Define the remote care monitoring sales phases
With the Buyer’s Journey in mind, the phases of your sales pipeline can look like this:
- Identify— A visitor to your website takes an action like completing a form, participating in a webinar, or asking a question in the comment section of a post. You could also proactively develop a list of your own leads.
- Lead Nurture – In this phase, you can begin to engage the prospect by sharing informative content using strategic Lead Nurturing Emails. These are not sales emails, but informational emails to help the prospect. Using monitoring software apps, you could then engage potential customers that respond to content around particular subjects.
- Engage— Start a discussion about the prospect’s challenges and goals over email or the phone to identify if the customer is looking for your services. Then, continue to build rapport and a relationship to schedule follow-up meetings.
- Discover – In this phase, ask thorough questions and find out more about your prospect’s difficulties, objectives, and also responsibilities. It’s ideal to fully understand their circumstance in this phase, and to not start “selling” yet.
- Prepare a Presentation of a Tailored Solution – Create a customized discussion based on what you’ve found out about the prospect. Use their language and also given information.
- Suggest a Tailored Solution— Your potential customers consent to have a meeting with you by phone or in-person to talk about their goals and obstacles, and to discuss your proposed solutions.
- Contract Review – When the prospect requests you solution, prepared a contract to go over with them and confirm all the details.
- Close— Your customer authorizes the agreement and makes a deposit or payment.
Develop your goals
You need clear goals for every part of your remote care monitoring sales pipeline. This will not only keep your salespeople encouraged but will also improve the chances for success. For example, you could have a goal of closing 120 big sales a year. This equals ten a month.
Develop a dashboard
Once you have specified the phases of your pipeline and defined your goals, make a sales dashboard to help you track your development. The dashboard should be updated every day with new information about your sales pipeline. It should show you where you stand and what your next steps should be. Build the dashboard using a spreadsheet or CRM software application like HubSpot. You can look into HubSpot’s Advanced Sales Dashboard here. The control panel needs to help you keep track of information such as:
- Top priorities— Which jobs and tasks are most important?
- Schedule— Does my schedule reflect my priorities?
- Task objectives— How many proposals do I need to send out each month?
- Revenue objectives— Am I making progress toward my revenue goals?
- Leads— Do I have enough leads to fill my pipeline?
Keep your remote care monitoring sales pipeline full
Sales superstar Colleen Francis said that salespeople often find themselves in a “sales trap.” This happens when most of the effort is put into making sales, and little or no effort is put into finding leads. Over time, this creates a dry pipeline. To keep this from happening, you need a strategy of consistently filling your pipeline. Here are some helpful tips to maintain a robust pipeline of leads:
- Purchasing Lists – Although a lot of salespeople find acquired lists unreliable and also off target, purchased lists can often be a valuable resource for finding new leads.
- List-Building Services – Similar to acquiring lists, these services are hit-or-miss, but they can provide a good amount of leads to add to your list.
- Construct Your Own List – With professional networks like Linkedin, you can build a list of ideal businesses and find people who work there. You can also use it to find contact information to add to your list.
- Inbound Lead Generation – Of course, the ideal scenario is getting leads to come to you. These leads will already know your grand and have some level of interest in what you do. You can recognize their level of interest from the actions they have taken, such as visiting your website, clicking through in an email, downloading a premium content offer, signing up for a trial, or giving their contact information to talk further. To find out more regarding producing leads online to steadily fill your pipeline, check out this post: “Generating Leads Online: The Birds as well as the Bees.”
Manage your pipeline
As you make new proposals and sales, be sure to continue to find new prospects for the top of the funnel. This should be a daily activity to guarantee that your pipeline is constantly moving. Identify the number of leads you need in the Engage phase to meet your goals. On the plus side, there are many options for sales management software that can help you track the activity of potential customers in your remote care monitoring sales pipeline.
Tidy up your pipeline
If you have leads that turn out to be less interested than expected, or don’t move through the pipeline, you need to evaluate their viability. Cleaning up your pipeline can help you concentrate on qualified leads that need more of your focus. On top of that, this exercise will help you plan better and make more accurate projections. Be sure to confirm that your data is current and correct. For example, if a prospect leaves the target company, remove them from the pipeline and identify another decision maker within the company. Make sure your goals are challenging, but also realistic.
The bottom line
Developing a consistent sales pipeline can be time-consuming for even the best sales representative. Having a better understanding of who your leads are and where they fall on the Buyer’s Journey will help you maintain a well-flowing pipeline. This process is part of a bigger marketing and sales strategy called Inbound Marketing.
This all can be hard work to do alone. We at Responsify partner with remote care monitoring sales and business development pros to offer strategy, support, and aid in constructing an inbound leads pipeline. By collaborating, we help marketing and salespeople purposefully bring in new website visitors and convert them to qualified leads and pleased clients.
We’ve helped numerous sales pros include Inbound right into their existing sales process. Don’t hesitate to book a complimentary strategy session to help you examine your assets, get free advice, and take your marketing to the next level.