Why is a “no-quick” key in the sales funnel?

[bitheerani319]

When we need to carry out effective and optimized sales funnel management , one of the common dilemmas has to do with which customers we want to continue through the sales funnel and which ones we don't.

At a certain stage of the process, it is essential to learn to recognize the “non-fast” ones, those clients who make us doubt, who we do not know if they are really interested in our solution, but who ultimately do not constitute a qualified lead .

Let's see below why being able to identify a “non-fast” is key in our sales funnel .

Identifying differences between pipeline and sales funnel
First of all, it is important to differentiate the purpose of the sales rcs data morocco from that of the sales funnel. Both strategies have the same objective: to filter contacts, recognize qualified prospects from unqualified ones, and eventually convert them into clients.

However, the two strategies are mainly distinguished by the type of tactics to be implemented:

The sales funnel offers valuable insights into the conversion rate of prospects into customers. That is, tactics and decision making are generally based on numbers. It is more quantitative.
The sales pipeline refers to the entire process that a sales analyst or salesperson carries out . Tactics and decision-making are based on both quantitative and qualitative aspects.
The sales funnel is therefore a stage within the marketing and sales pipeline . Thus, we must implement a methodology that allows us to pay attention to the unqualified within the entire sales pipeline, including the funnel, understanding that it is better to recognize them late than never.

Pipeline management must be consistent with our business
In order to realize that a lead is actually an unqualified prospect, it is necessary to understand that sales pipeline management will vary from business to business, meaning the stages may be slightly different from one organization to another.

In other words, it is important to be open to designing a specific but flexible pipeline that can be adapted to the reality of the company.

However, in order to detect early those who will not feed our sales funnel, there are some basic aspects to take into account that can help create a coherent pipeline :

It is necessary to define all stages of the sales cycle.
We need to clearly establish how many leads typically progress from one stage to another.
Based on this last piece of data, we need to determine how many leads we need to meet our sales goals.
If the leads in point two are not enough, some marketing pipeline tactics need to be redefined (flexibility).
We need to identify in detail the profile of the leads that close each stage of the funnel.
With this in mind, we can implement more coherent actions and make better decisions.

Importance of identifying a “non-fast”: a strategy with another focus
Basically, what we do when we detect an unqualified prospect quickly (or a “non-quick”), is take another look at our sales strategy : since these prospects do not qualify for the business, we reserve and focus the necessary resources to close sales with potential clients who do have a profile consistent with our business.

In addition, this early recognition allows us to maintain the correct mindset throughout the entire pipeline management process . In other words, beyond dedicating valuable time to prospects who do qualify, we are avoiding the loss of time that we often fall into by insisting on attracting a client who: