Terry Corbell, The Biz Coach
By Terry Corbell
Business Consultant

Best Sales Pipeline Tips: Content Marketing, Follow-up and Marketing Automation



Consider the best ways to maximize your sales pipeline.

Instead of using generic emails even with personalized salutations, you can achieve as much as a 360-percent higher-conversion rate by following new strategies to fill your sales pipeline.

But to do so, you need three elements:

  1. Stellar content marketing
  2. Effective salespeople
  3. Cutting-edge management software

Content marketing can help you in two ways – by developing a large volume of sales leads and by distributing a great branding message to ease the selling process by your salespeople.

Then, yes, it’s up to your salespeople.

They must know the secrets for sales success:  The five value perceptions that motivate customers to buy and the three-step process to overcome sales objections – along with the The 7 Steps to Higher Sales.

And not only must they be trained well. They must be persistent in repeat sales calls. A mere 2 percent of sales result from the first meeting with prospects.

(Scroll down to the Coach’s Corner for menu of articles with sales tips.)

The right software will keep your salespeople organized.

So, your sales pipeline will flourish if you effectively use all three elements.

For a comprehensive explanation, see the following infographic, “3 Ways to Move a Customer Through Your Pipeline,” courtesy of Ghergich & Co. (ghergich.com).

3 Ways to Move a Customer Through Your Pipeline

Via Salesforce

From the Coach’s Corner, related sales tips:

6 Rules to Keep Your Pipeline Full for Continuous Sales — It doesn’t matter what type of business you have. Even if your sales are great today, there will come a time when sales will crawl to a halt unless you take precautionary measures to keep your sales pipeline full.

Are Your Sales Down? Here Are Sales Management Tips — Great salespeople are often promoted to management. However, many sales managers aren’t prepared to effectively manage salespeople because they haven’t been trained to do so.

You Will Profit from Content Marketing, If You Teach Well — Here are tips for teaching your readers well — and a great infographic on content marketing — 55 proven ways to help your business.

Big Ticket Sales – Prevent Buyer’s Remorse with 4 Precautions — In big-ticket sales — from consulting services to information technology — customer emotions run high. Buyer’s remorse will cost you a big sale. To prevent buyer’s remorse, you need to be a calming influence in order for the customer to understand you’re providing value.

14 Web Site Tactics to Attract Repeat B2B Customers — There are many tactics you can use to attract loyal B2B customers via your Web site. Above all, you must demonstrate value. Here’s how.

What Successful Marketers Know About Lead Generation — Professional marketers are more successful when they use integrated marketing automation to evaluate their performance and to become more competitive in the marketplace. This means they’re more sophisticated than their competitors in determining their returns on investments, according to a study.

Sales Strategy When Tempted to Bad Mouth Competitors — Imagine you’re making a presentation and you feel pressure to make the sale. Suddenly you’re asked about your competition. Bad mouthing competition is not a viable option.

“Life is like a dogsled team. If you ain’t the lead dog, the scenery never changes.”

Lewis Grizzard


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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.




Seattle business consultant Terry Corbell provides high-performance management services and strategies.