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!
Align your remote care monitoring sales pipeline phases with the Buyer’s Journey. The Buyer’s Journey includes:
With the Buyer’s Journey in mind, the phases of your sales pipeline can look like this:
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.
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:
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:
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.
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.
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.