Accelerate your sales Velocity
Build a structured sales pipeline for new prospects as well as existing accounts and manage it efficiently to improve your sales performance.
Managing Sales Pipeline
This course covers all areas of managing our sales pipeline effectively to get incremental business growth. We start with defining our sales process to identify and tap opportunities with both existing accounts as well potential prospects. We then look at managing our sales pipeline in a structured way with a step by step guidance for each stage of the pipeline.
The course not only provides insights into various methodologies used to build a sales processes but deep dives into using a globally acclaimed tool SPANCOP to manage our sales pipeline to deliver business results.
The course has many of illustrations & cases of pipeline management tactics used in various industries to help learners understand how each of the tactic can be practically put to use. Finally we also look at how to measure the efficacy of our pipeline and take the right actions to ensure our wins are maximised.
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Course Curriculum
- Welcome to the course
- Introduction to the course faculty
- Getting the most out of the course
- Quiz 1
- Challenges of acquiring incremental sales
- Learning Resource 1
- Learning Resource 2
- Importance of managing sales pipeline
- Quiz 2
- Assignment 1
- What is a sales pipeline?
- How to build your sales pipeline
- Learning Resource 3
- Quiz 3
- Stages of sales pipeline part 1
- Learning Resource 4
- Assignment 2
- Stages of sales pipeline part 2
- Learning Resource 5
- Learning Resource 6
- Stages of sales pipeline part 3
- Quiz 4
- Sales Pipeline Analytics
- Quiz 5
- Case Study - Firefly
- Case Assignment - Firefly
- Conclusion
- Managing Sales Pipeline - Key Takeaways
Course Synopsis
Audience - Sales, Marketing, Business Development, KAMs, Channel Managers
Level - intermediate
Duration - 120 mins
Author - Rahul Kulkarni
Validity - 1 year
Price - INR 4000
Learning Objectives
Improve sales process
Learn how to build the right sales process as well as a sales pipeline tool to suit your business
Manage sales pipeline
Learn to effectively manage sales pipeline through various stages to deliver incremental growth
Analyse Pipeline Metrics
Understand how to measure your pipeline efficacy and take corrective actions.
About the Author
Rahul Kulkarni
Rahul Kulkarni
Consults corporates, SME’s and start-ups in areas such as business strategy, sales & marketing strategy. Has more than 20 years of sales & marketing experience having worked with leading organizations Millipore, Castrol, HP, and Asian Paints before starting his own consulting firm.
Over the last 12 years has designed and delivered customized classroom & e-learning programs for corporates in the field of sales & marketing. Areas of expertise are Channel management, Distribution, Sales management, B2B Marketing, KAM, Leadership Development, Product Management & Rural Marketing.