Article Categories
» Arts & Entertainment
» Automotive
» Business
» Careers & Jobs
» Education & Reference
» Finance
» Food & Drink
» Health & Fitness
» Home & Family
» Internet & Online Businesses
» Miscellaneous
» Self Improvement
» Shopping
» Society & News
» Sports & Recreation
» Technology
» Travel & Leisure
» Writing & Speaking

  Listed Article

  Category: Articles » Business » Sales » Article

Sales Pipeline - Know Where Your Contacts Are At

By Joshua Feinberg

Sales pipelines are an important concept in business marketing. At any one point you will have different people in different phases of the buying process: your sales pipeline. How you market to these people varies. When you know who, and how many, you have in your sales pipelines you can plan your strategies effectively.

Essentially there are two different categories of sales pipeline:

Guaranteed Sales Pipeline
Your guaranteed sales pipeline tracks the guaranteed work you have lined up for the month. In this sales pipeline the sale is already a done deal, you already have a deposit check, a signed agreement, and all you have to do is the actual work.

Anticipated Sales Pipeline
Your anticipated sales pipeline includes the people that you think have about a 75% certainty of closing within the month. In this sales pipeline you don't have a signed agreement or a deposit check... yet.

Once you start tracking who is where in your sales pipelines you can use that information to formulate your business strategy.

Your sales pipelines show you whether you are in great shape or you don't have enough capacity. Do you need to hire contractors, do you need temporary or full time staff, etc...?

You can see by looking at the numbers in your sales pipelines whether you need to start taking more decisive action to get more people into your funnel. Do you need to do more follow up, networking, referral marketing, seminars, direct mail, etc...?

Bottom Line on Sales Pipelines
Your sales pipelines are what allow you to be proactive rather than reactive with your business decisions. If you know how much work you have in your guaranteed and anticipated sales pipelines you can make smart business decisions that help move your business forward. By organizing your sales pipelines you can stay on top of your future opportunities and make the most of them.

Copyright MMI-MMVII, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

About the Author
Joshua Feinberg helps small business computer consulting firms get more steady high-paying clients. Sign-up now for Joshua's free one-hour audio training on Small Business Computer Consulting secrets at

Article Source:
If you wish to add the above article to your website or newsletters then please include the "Article Source:" as shown above and make it hyperlinked.

  Some other articles by Joshua Feinberg
IT Consulting Services: 3 Factors For Choosing What to Offer
IT consulting services are offered at different levels and types in almost all the virtual IT businesses you encounter. Deciding which IT consulting services you should offer is a key consideration when starting your ...

IT Services Outsourcing When You Don't Know Everything
IT services outsourcing is what you need to do when, not if, your prospects ask for products and services that you are not able to deliver. Many new business owners think they need to know everything. ...

Computer Business Software - What Should You Buy?
Computer business software is an area where many new network consultants get overwhelmed. There are so many great products out there that it is ...

Business Agreements For Quality Referrals
Business agreements with other IT companies can be an excellent way to secure high quality referrals. When you are dealing within a B2B context, the referrals you get from non competing IT businesses tend to be ones ...

IT Consulting Services: Offer What Your Prospects Need
IT consulting services come in all shapes and sizes. When you first start a business it is often difficult to decide which IT consulting services ...

Product Ideas: How To Determine What to Offer
Product ideas or services that your computer business will offer are not as easy to decide upon as you may think. When you start a new business this part of business planning is ...

  Recent Articles
Achieving Business Success: How to Fuel Determination Today for Breakthrough Achievements Tomorrow & Beyond
by Chuck Mache

Where Sales Meets Service: Up-Selling and Cross-Selling Made Fun & Easy!
by Craig Harrison

Stop Justifying Your Price and Start Touting Your Benefits
by Yvonne Weld

Is This a Trend? Three Horrible Calls Reviewed
by Art Sobczak

Automatic Watches versus Mechanical Watches: What Is The Difference?
by Zai Zhu

Benefits Of Using Oil Mist Eliminators In The Metalworking Industry
by Chuck Jaymes

Trion Mini Mist Eliminator Protects Employees and Equipment
by Chuck Jaymes

Sell Your Home By Yourself
by Ron victor

Italian ceramics
by Marco

Trust, The Power Word in Sales
by Harlan H. Goerger

How to tackle the strategic change in business
by soma

PS3 for $1.68? Lowest Bids Snag Big-Ticket Items at SilverTag Online Auctions
by Kris Nickerson