Your sales pipeline works exactly like a marketing funnel, you just need to know how to optimise it. Build the assets that help your team close: proposals that win, workflows that keep deals moving, and materials that answer objections before they kill opportunities.
Most sales processes are cobbled together inconsistent stages, unclear handoffs, and no visibility into what's working. A proper process turns chaos into predictability. Define stages that match how buyers actually decide, automate the busywork, and track metrics that reveal bottlenecks before deals stall.
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Proposals sent via email disappear into inboxes. You don't know if they've been opened, which sections were read, or whether pricing scared them off. Proposal software tracks engagement, automates generation from CRM data, and shows exactly where prospects get stuck so you can follow up intelligently.
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Sales reps need more than a pitch deck. They need email templates that don't sound robotic, case studies that prospects recognise themselves in, calculators that quantify ROI, and videos that explain complex value quickly. Build the collateral that makes selling easier.
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A poorly configured CRM becomes a graveyard of stale data and missed follow-ups. A properly set up CRM runs your sales process automatically, surfaces hot leads, and forecasts revenue accurately.
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All in one CRM with marketing, sales and service, strong when you want one system that teams adopt.
Sales focused CRM with clean pipelines and activity tracking, ideal for small teams that value speed.
Work OS with boards, automations and dashboards, flexible for marketing and ops when configured with restraint.
ActiveCampaign combines email marketing, CRM, and marketing automation with sophisticated workflows and lead scoring for B2B companies.
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Simple CRM for relationships and outreach lists, useful for partnerships and light sales without heavy setup.
Neil Rackham
A clear walkthrough of Situation, Problem, Implication, Need payoff with examples that match complex deals.
David Hoffeld
Research backed techniques for discovery, framing and closing that marketers can support with better assets.
Qualify leads systematically by assessing budget, authority, need, and timing to focus sales effort on high-potential opportunities.
Use specific tactics that ask for the sale and overcome final hesitation to convert qualified prospects who need a clear signal that it's time to commit.
Offer specific downloadable resources related to blog content to convert readers into leads by providing deeper value on topics they're already interested in.
Conduct exploratory conversations to understand prospect situations and qualify fit before investing time in demos or proposals that might waste both parties' time.
Require email addresses in exchange for valuable content to generate leads whilst ensuring the asset provides enough value to justify the friction.
Identify individuals who've shown initial interest in your offering, separating them from cold prospects for targeted nurture.
Flag leads who meet defined engagement or fit criteria, creating a qualified handoff between marketing and sales for efficient follow-up.
Prepare responses to common purchase concerns to address doubts confidently and move deals forward rather than being surprised by predictable pushback.
Gradually collect information across multiple form submissions rather than overwhelming new leads with long forms that decrease conversion rates.
Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.
Sequence multiple touchpoints across channels and time to increase response rates through persistent but respectful follow-up that prospects don't perceive as harassment.
