There are several signs that indicate that a prospect in your pipeline may no longer be worthy of your attention:
- Consider whether a potential client would be able to perceive being in your pipeline with humor. If they don’t take you seriously, it’s time to reciprocate.
- Engage with potential customers: will they make a decision this month? If the answer is “no,” it’s time to reconsider.
When a prospect shows interest in your product dataset or service, but not in the current month or quarter, it may not seem like a lost cause, but it is. Consider removing them from your pipeline because it is unlikely that you will be able to close the deal within your sales cycle or even in the near future.
Maintaining a Flawless Pipeline
The process of cleaning up your pipeline may seem unconventional. It’s hard to turn away a prospect even if they’re showing mild interest. However, the point pipeline optimization maximizing sales pipeline management efficiency of this course is to focus on strong candidates and move them through your pipeline. Here are some suggestions for following a systematic plan:
Review all contacts in your sales pipeline regularly
- preferably every week or two. Identify prospects that are lingering beyond your typical sales cycle without being promoted. It’s time to usa lists eliminate them.
- Don’t throw them away entirely. Instead, move these leads into a future pipeline or list for future calls. If you use sales management software (we recommend Pipedrive for this), schedule follow-up calls or emails.
- Focus on deals with a high probability of closing within your established sales cycle.
