Sales Pipeline Management: Efi Lead so kosi Close so

Atɔn nsuo ho dwumadie yɛ nhyehyɛeɛ kwan a wɔfa so di adetɔn biara a ɛbɛtumi aba akyi na wɔhwɛ so, ɛfiri beaeɛ a ɛdi kan a wɔdi nkitaho kɔsi apam a ɛtwa toɔ a wɔato mu. Wɔ nnwuma nketewa fam no, ɛdane adetɔn mmɔdenbɔ a basabasayɛ wom ma ɛbɛyɛ sika a wobenya ho mfiri a wotumi hyɛ ho nkɔm, na ɛma wo nnwuma no sikasɛm daakye ho da hɔ.

Dɛn nti na Adetɔn Nsuo Ho Hia Ma Nnwuma Nketewa Nkɔsoɔ?

Sɛ wunni wo adetɔn nhyehyɛe no ho adwene a emu da hɔ a, ne titiriw no, woretu wimhyɛn anifuraefo. Hokwan ahorow fa mpaapaemu no mu, nkɔmhyɛ ahorow yɛ nsusuwii hunu, na scaling bɛyɛ agoru a wɔde di dwuma kwa. Adetɔn ho nhyehyɛe a wɔakyerɛkyerɛ mu yiye de nhyehyɛe ba basabasayɛ yi mu. Ɛyɛ adwuma sɛ ɔkwankyerɛ a wotumi hu ma wo adetɔn kuw no, ɛtwe adwene si baabi pɔtee a obiara a obetumi atɔ no gyina.

Ɛsen adwinnade a wɔde di akyi kɛkɛ, pipeline de data a ɛsom bo ma. Ɛbua nsɛmmisa a ɛho hia te sɛ: Akannifoɔ dodoɔ ahe na ɛsɛ sɛ yɛnya na yɛadu yɛn sika a yɛbɛnya botaeɛ no ho? Dɛn ne yɛn nsakraeɛ dodoɔ wɔ stage biara mu? Ɛhe na deals rekɔ so akɔ? Saa kwan a wɔde data di dwuma yi ma wuhu nneɛma a ɛhaw wo, ma wo tɔn ho nhyehyɛe yɛ papa, na wohyɛ sika a wubenya ho nkɔmhyɛ a edi mu. Awiei koraa no, nsuo afiri a wɔhwɛ so ne nsonsonoeɛ a ɛda reactive scrambling ne proactive, strategic growth ntam.

Wobɛyɛ Dɛn Ayɛ Adetɔn Pipeline Fi Mfiase?

Ɛho nhia sɛ wo pipeline a edi kan a wobɛbɔ no yɛ den. Fi ase denam akwan titiriw a akannifo bi fa mu wɔ wɔn akwantu a wɔde bɛyɛ adetɔfo no mu a wobɛkyerɛkyerɛ mu no so. Ɛsɛ sɛ saa akwan yi da wo adetɔn nhyehyɛe soronko no adi.

1. Nhwehwɛmu: Sɛ wobɛkyerɛ wɔn a wobetumi atɔ nneɛma a wɔfata wo afɛfo ho nsɛm a ɛfata.
2. Ahwehwɛdeɛ: Sɛ wɔbɛkyerɛ sɛ ɔkannifoɔ no wɔ ahiadeɛ ankasa, sikasɛm nhyehyɛeɛ, ne tumi a ɔde bɛtɔ anaa.
3. Demo anaa Nhyiamu: Wo adeɛ anaa dwumadie a wode bɛkyerɛ na woadi ahiadeɛ pɔtee bi ho dwuma.
4. Nsusuwii a Wɔde Kɔma: Wɔde asɛm a wɔafa aka anaa nsusuwii a wɔahyɛ da ayɛ ama nea wɔrehwɛ kwan no.
5. Nkitahodi: Nsɛm a wɔka ho asɛm, di nsɛm a etwa to a wɔkasa tia ho dwuma, na wɔyɛ apam no mu nsakrae.
6. Closed-Won: Wɔde wɔn nsa ahyɛ apam no ase, na wɔde adetɔfo no ahyɛ hyɛn no mu.
7. Closed-Lost: Kyerɛw nea enti a apam no yerae sɛ wobesua ama daakye.

Sɛ wɔkyerɛkyerɛ wo stages mu wie a, yɛ saa pipeline yi ho mfonini wɔ adwinnade te sɛ Mewayz mu. Wei ma wo kuw no nyinaa nya nokware fibea biako na ɛma nkitahodi ahorow sohwɛ yɛ nea wotumi te ase.

a wɔde ahyɛ mu "Wo adetɔn afiri no nyɛ nkɔmhyɛ kɛkɛ; ɛyɛ adwinnade a wɔde hwehwɛ yareɛ mu. Nsuo a ɛwɔ ahoɔden da ahoɔden ne mmerɛwyɛ a ɛwɔ wo adetɔn ne aguadi engine nyinaa mu adi."

Akwan bɛn na etu mpɔn sen biara a wobɛfa so ahyɛ wo Adetɔn Funnel no ma?

Mfaso nni pipeline so a enni asuten a ɛkɔ so daa. Adeɛ titire ne sɛ wode w’adwene besi so sɛ wobɛma fata akannifoɔ aba —wɔn a ɛda adi sɛ wɔbɛfata wo adetɔfoɔ ho nsɛm a ɛfata na wɔafa nsuo afiri no mu yie.

Akwan a etu mpɔn no bi ne:

• Content Marketing: Blog nsɛm a ɛsom bo, ebooks, ne webinar a twetwe wɔn a wobetumi atɔ nneɛma a wɔrehwehwɛ wɔn haw ano aduru.
• Asetra mu Adetɔn: Wo ne w’atiefoɔ a wode w’ani asi wɔn so no bedi nkitaho wɔ nhyiamu te sɛ LinkedIn denam nhumu a wobɛkyɛ ne abusuabɔ ankasa a wobɛkyekyere so.
• Networking ne Referrals: Wo de wo adetɔfoɔ a wɔwɔ anigyeɛ a wɔwɔ hɔ dada ne adwumayɛfoɔ network bedi dwuma ama nnianim nsɛm a ɛyɛ hyew.
• Nkɔmmɔbɔ a Wɔde Si N’ani So: Nkɔmmɔbɔ a wɔde wɔn adwene asi so, a wɔahyɛ da ayɛ ama nnwumakuw a ɛne wo adetɔfo gyinapɛn a ɛfata hyia pɛpɛɛpɛ.

Kae sɛ, su sen dodow. Funnel a nnipa a wɔfata ahyɛ mu ma no bɛma nsakraeɛ dodoɔ a ɛkorɔn koraa asen nkitahodie dodoɔ a wɔn ani nnye ho.

Wobɛyɛ Dɛn Atumi Ama Nkitahodi Ahoɔhare na Woama Wo Nkonimdi Rate Atu mpɔn?

Akannifoɔ a wɔbɛfa nsuo afiri no mu yie no hwehwɛ sɛ wɔfa nteɛsoɔ kwan a wɔfa so hwɛ wɔn. Wei kyerɛ nkitahodi a ɛkɔ so daa, a ɛsom bo a ɛma ahotosoɔ na ɛdi adetɔfoɔ haw ho dwuma wɔ mmerɛ biara mu.

Adeɛ a ɛtaa ma deals stall ne sɛ wɔanni akyire. Fa nhyehyɛe bi di dwuma ma touchpoints a ɛba bere ano. Sɛ woyɛ demo wie a, fa recap email a ɛwɔ anammɔn a edi hɔ no mena. Sɛ obi a wopɛ sɛ wohwɛ kwan no nhwɛɛ wo nyansahyɛ no mu a, yɛ nhyehyɛe sɛ wobɛfrɛ no bere tiaa bi na woabua nsɛmmisa. Fa CRM hyehyɛ nkaeɛ na fa email a ɛdi akyire no yɛ adwuma, hwɛ hu sɛ hokwan biara rennyɛ nwini. Ɔsɔretia a wɔbɛte ase na wɔadi ho dwuma animtiaa nso ho hia. So ɛyɛ sikasɛm ho asɛm a ɛhaw adwene? Ɔkannifo bi afã bi? Ɛdenam akwanside ankasa a wobɛda no adi so no, wubetumi asiesie wo mmuae no na woakɔ so ayɛ apam no akɔ n’anim.

Nsɛmmisa a Wɔtaa Bisa

Nsonsonoe bɛn na ɛwɔ adetɔn paipu ne adetɔn funnel ntam?

Adetɔn funnel gyina hɔ ma akwantu a ɛtrɛw a obi a obetumi atɔ nneɛma fi nhumu so kosi adetɔ so, na ɛtaa de n’adwene si aguadi ho nkyerɛkyerɛmu so. Adetɔn afiri yɛ adetɔn kuw no nhyehyɛe pɔtee a wotumi yɛ ho adwuma de di saa hokwan ahorow a wɔakyerɛ no ho dwuma na wɔto mu. Funnel no fa twetwe ho; pipeline no fa adeyɛ ho.

Mpɛn ahe na ɛsɛ sɛ mesan hwɛ me adetɔn pipeline no mu?

Ɛsɛ sɛ wɔhwɛ nsuo a wɔde tɔn nneɛma mu daa. Yɛhyɛ nyansa sɛ wɔnyɛ ntɛm da biara da check-in ma ankorankoro reps na update deal status ne dapɛn dapɛn pipeline nhwehwɛmu a edi mũ kɛse ne kuw no nyinaa susuw nkɔmhyɛ ahorow ho, nhu blockers, na yɛ nhyehyɛe wɔ key deals.

Dɛn ne nsakraeɛ pa a ɛwɔ pipeline stages ntam?

Mmuaeɛ biara nni hɔ a ɛfata obiara, ɛfiri sɛ nsakraeɛ dodoɔ gu ahodoɔ kɛseɛ wɔ nnwuma ne apam kɛseɛ mu. Adeɛ a ɛho hia paa ne sɛ wobɛhyehyɛ w’ankasa mfitiaseɛ metrics. Di wo nsakrae dodow akyi fi stage kɔ stage wɔ asram kakraa bi mu. Saa mfitiaseɛ yi bɛyɛ wo nsusuiɛ a wode bɛsusu daakye nkɔsoɔ a ɛbɛba.

Wo adetɔn pipeline a wobɛma wo ho akokwaw no yɛ akwantu a ɛkɔ so a wode siesie wo ho. Ɛdenam nhyehyɛe a emu da hɔ a wobɛkyekye, a wode akannifo a wɔfata ahyɛ mu ma bere nyinaa, na wode atirimpɔw ahwɛ wɔn so no, wubetumi ayɛ engine a wotumi hyɛ ho nkɔm ama nkɔso. Nhumu a efi wo pipeline data mu no bɛkyerɛ wo nhyehyɛe no kwan na aboa wo ma woato nkitahodi pii mu, ntɛmntɛm.

Woasiesie wo ho sɛ wobɛkyekyere wo sika a wobɛnya engine a wobɛtumi ahyɛ ho nkɔm? Twe yɛn eBook a ɛyɛ pɛpɛɛpɛ a wontua hwee, "Sales Pipeline Management: From Lead to Close," na woanya akwankyerɛ a mfasoɔ wɔ so, anammɔn anammɔn. Afei, fa nnyinasosɛm ahorow yi di dwuma denam wo adetɔn nhyehyɛe a wobɛhyehyɛ wɔ Mewayz mu no so. Fi ase sɔ wo sɔhwɛ a wontua hwee nnɛ na sesa wo adetɔn nhyehyɛe.