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HubSpot Sales Pipeline: What It Is and How to Manage It

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HubSpot Sales Pipeline: What It Is and How to Manage It

It has always been said that the more sales you close, the more benefits you get. And that in the sales department is a motto that is followed in an almost religious way. To always achieve the objectives that we set ourselves, the Portugal Phone Number List Sales Pipeline is a tool that allows you to have under control how each lead is progressing at all times through the sales process.If you want to know more about how to manage this valuable tool, customize your pipelines and optimize sales flows, you should pay attention to this post. Keep reading!list_altIndex of contents
What is Sales Pipeline?
HubSpot Sales Pipeline – How to Manage It
Stages in which a sales process is structured
Keys to configure the HubSpot Sales Pipeline
Guide to Setting Up the HubSpot Sales Pipeline
What is Sales Pipeline?
The first of all is to clarify what the sales funnel is , so that you understand the importance of managing the Sales Pipeline, a solution specifically developed to manage this concept.The funnel or sales funnel is the way in which a company proposes a series of processes to get in touch with qualified leads and, in this way, reach its final goal, which is usually the sale.Each company begins by defining its sales process and establishes a series of phases that constitute it. As you move from one phase to the next, a deal gets closer and closer to the ultimate goal, the sale. The Sales Pipeline brings together all the businesses that are currently in a sales process with you and shows what phases they are in.

 

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The HubSpot Sales Pipeline: What It Is and What It Is For
In the pipeline or sales flow we cover all the phases in which each lead moves. Thanks to this tool, which in HubSpot is called “Sales Pipeline” , the sales department can visualize in which phase each lead is in the sales process, what actions must be developed so that users go through each phase and obtain a forecast about your chances of success. In this way, the sales managers of the company will be able to predict how many of the leads obtained will be able to be translated into sales in a set period of time.Likewise, sales pipelines make it possible to identify the obstacles that must be faced in the sales process in order to move towards closing a transition.The more Betting Email List opportunities present in your sales flow, the easier it will be to achieve the proposed objectives for the company.You will be able to move your opportunities through the pipeline to have visibility of the probability of closing a specific deal. From the different meetings you have had with a company or the signs of interest it has had in your product, you will be able to visually see whether an opportunity is in “Proposal made” or “Contact.HubSpot Sales Pipeline – How to Manage It
It must be specified that, just as each company is different, each pipeline must be unique. You will be able to determine more or fewer steps based on everything your product can do, the database of leads you have, as well as the marketing resources you are working on in parallel. So we suggest you follow the ollowing steps when setting up your own sales pipeline.Define what are the stages of your sales process.
Identify how many leads usually advance to the next stage once we have just detected it. This will allow you to know, in the first instance, what you need at each stage to achieve your goals.
Define the characteristics of each lead that completes each stage.
Determine what actions the sales representative takes in response to each transition between these stages (for example, sending a follow-up email) and see what the responses of the leads are to those actions (such as requesting a free demo offered in the follow-up mail).Adapt the existing dynamics of the current sales process around the actions carried out by the sales department, as well as the characteristics and responses of each lead at the end of each stage.Stages in which a sales process is structured
What are the different stages of the sales pipeline that we are talking about? We explain the steps you must take to configure your sales process and, thus, effectively develop the pipeline.1. Connection and discoveryWe start with the figure of the lead , which is the contact, a potential client. This arises when the user actively contacts the brand, for example, by downloading content that we promote in a Facebook ad.It is an initial phase in which we must develop lead nurturing to “educate” this lead, who feels more and more interest in our offer and moves towards the next phase.2. Prospecting and consideration of the lead
Next, we go through a prospecting phase , which means understanding what the problems of this lead are, what their needs are, why they may be potentially interested in completing a purchase process with your product, etc. To do this, we must analyze all the information we have about this profile and develop a follow-up marketing strategy.Once this phase is over, in which we already know how our product / service fits with this prospect, we move on to the proposal phase. We will know that it is time to move on to actively proposing our offer for the shares that he himself carries out. For example, that the same user accepts the request for a meeting or a call with the commercial department.➡ Click here for the full HubSpot guide
3. Proposal for sale
In the proposal phase we will offer our products / services. In this step it is time to offer the prospect an economic estimate, as well as establish what the next steps to follow.4. Negotiation to close the transactionThen, we move on to the negotiation phase : the time comes when we are going to negotiate the terms of payment, billing, etc.Finally, the pipeline ends in the closing phase. In this the final sale or hiring takes place.You already have it?These are the steps that are usually taken in a sales process that is somewhat more complex than what we are used to in a conventional B2C, since these pipelines are usually developed in B2B environments or in businesses whose products acquire great value.However, it is important to understand that the configuration of the HubSpot pipeline will depend on each company and how it performs in its sales processes. That is, the greater value or complexity implies the acceptance of your product or service, the longer your sales flow will be, obtaining a pipeline with more stages.CTA – Hire HubSpot with InboundCycle
Keys to configure the HubSpot Sales Pipeline
Once the dynamics of this process are understood, we have to establish the different steps that make up our personalized sales pipeline. And how do these steps have to be?They ave to be based on facts.The potential client has to be at the center of these steps, it has to be its main actor.They have to be steps described in the past tense.If you complete these steps, you will see that the client himself will be the one who will be marking how he is progressing in his sales process, which gives us enough information to really know in what state a potential client is.Guide to Setting Up the HubSpot Sales PipelineHow to edit or create our sales pipeline in the HubSpot tool?We can see the different stages of the HubSpot Sales Pipeline and all the configuration possibilities if we log in to the platform account and observe the following indications.Within the panel that opens when navigating to “Sales”, in the HubSpot account, we go to “Deals”. In the “Pipelines” and “Business stages” section we can edit the structure in which the current pipelines are configured or create a new pipeline.HubSpot Sales Pipeline: Edit and Configure StagesHow to configure the different phases of the pipeline and what actions can we do?Once we are in “Deals”, we navigate to “Board Actions” to click on “Edit Stages”. Once this is done, we will see the different configurations of the pipeline that we can define and modify as we progress through the sales process.HubSpot allows you to configure the pipeline based on the stages of the business so that we can monitor its progress. Each stage can be associated with a probability of closing deals.The platform defaults to seven stages that we can customize oredit to shape the pipeline:Appointment scheduled.
Qualified to buy.
Presentation scheduled.
Decision maker bought-in (level of commitment for decision making).
Contract sent.
Closed won.
Closed lost.
Once added to your pipeline, you can drag these stages to vary the order, change the name of the ones you want, delete them or add a new stage, giving each of them the probability to happen.

What to do in “Deals”?
In this panel, each column represents each of the phases of your pipeline and each cell corresponds to a potential customer.

One of the most interesting aspects to take into account is that within each action that we can configure in “Stage name” we can indicate the percentage of probability that there is to close the deal or move on to the next phase.

At the same time, there are a series of actions that can be automated depending on the phase our leads are in in the sales process. To see them, we would then click on the “Automation” tab .

Here are some of the actions that can be automated in HubSpot’s Sales Pipeline:

Send an internal communication. For example, every time someone reaches the first call phase, we can send an internal email to a salesperson to notify them that they have to fill in certain properties.
Create tasks assigned to the salesperson to advance our business strategies. One of those tasks could be to deliver a form to the prospect who is more mature and thus be able to continue in the sales process.
On the other hand, we must highlight everything that we can visualize within the “Deal” section for the Sales Pipeline. In this panel, three main sections stand out:

Access all the properties of each deal (that is, each contact or prospect): if we take a look at the left sidebar we will see a section with information about all the relevant properties (user name, most prominent personal characteristics, what phase you are in the sales process, etc.). In this way, we have a personalized technical sheet for each user in which we must work.
Monitor all deal activity: Occupying the central part of the “Deal” page gathers all the information about all the interactions and actions carried out with the lead-prospect that we have selected. Thus, we record all the emails or calls that have been made and we will know what is the next step to be followed by the commercial department.
See which are the associations or companies to which each lead is linked: In the right side bar of the “Deal” panel, we will be able to know if the user with whom we want to connect belongs to a company about which we have information or to another type of contact , as well as discovering which are the existing tickets (if you have the Service Hub part).
This has been it!

At first it may seem like a complex gear, but as you complete stages and obtain more information from your business leads, you will see how everything becomes easier and easier.

I hope this guide has been useful for you to manage the HubSpot Sales Pipeline with resolution and to be able to progress effectively through the different stages of your own sales process. This tool will make you optimize your tasks and you can improve the results as you use more digital marketing resources. The information is in your hands!

Do you have any doubt? You can leave it in the comments section or contact the InboundCycle team.

 

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