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The Pipeliner Selling System: A Practical Approach to a Sales Process


The Pipeliner Selling System helps you develop or hone your sales process, to make it as effective as possible. It is a series of steps that every buyer takes—and that every seller, to be successful, should take along with them.

We Put Our Ideas Into Practical Use

Have you ever wondered what principles most of the systems out there are built on? The truth is most are designed by people who assume they know how people should sell, and then create something based on their assumptions.

Not so Pipeliner, we have built our CRM based on tried, tested, enduring and successful sales, management and economic principles. Such principles are also the foundation for the Pipeliner Selling System, illustrated below.

Pipeliner Selling System

NOTE: This is an interactive graphic—learn more by clicking on various stages of the buyer journey.

 
Focus Engage Convince Close Cooperate Advocate Customer Evaluator Prospect Investigator SystemDefined Sales Process, Defined Sales Stages, Probability Weighting, Integrated View of Prospect SystemDefined Sales Actions and Activities guide the engagement process SystemMove from Sales Pipeline to Customer Pipeline with defined stages for nurturing and growing account SystemTrack lifecycle in Customer Pipeline, Milestone & Engagement Alerts, Map changes in Organization, Track Support Issues SystemEmbedded Sales Tools & Collateral, Buyer Role Maps, Organization Maps, Fully Integrated Communications Trail Focus Engage Convince Close Cooperate Advocate Customer Evaluator Prospect Investigator SystemDefined Sales Process, Defined Sales Stages, Probability Weighting, Integrated View of Prospect SystemDefined Sales Actions and Activities guide the engagement process SystemMove from Sales Pipeline to Customer Pipeline with defined stages for nurturing and growing account SystemTrack lifecycle in Customer Pipeline, Milestone & Engagement Alerts, Map changes in Organization, Track Support Issues SystemEmbedded Sales Tools & Collateral, Buyer Role Maps, Organization Maps, Fully Integrated Communications Trail
 

Each stage of the Pipeliner Selling System reflects a particular step of a buyer's journey.

FOCUS -First of 5 Sales Steps in the Pipeliner Selling System

Focus

As you can see in the graphic above, when a buyer first begins their journey they are Investigators, checking out all possible solutions. It is up to the salesperson to focus the buyer onto the best solution (yours).
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What is the buyer going through as an investigator?
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ENGAGE- Sales Engagement Part of the Sales Process

Engage

When a buyer moves into the Engage stage of the Pipeliner Selling System, they have become a Prospect. Engage means actually reaching out and touching this prospect, getting involved with their particular company and issues, and accomplishing the actions necessary to move them to the next stage toward a sale.
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What is the buyer going through as a prospect?
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CONVINCE - Using Sales Tools to Navigate B2B Sale Scenarios

Convince

The third stage of the Pipeliner Selling System is Convince. At this point in the buyer’s journey, the buyer has become an Evaluator. At this stage, you are convincing the buyer—and all decision-makers and influencers at the company acting as evaluators—that purchasing your product or service is absolutely the right thing to do. It is at this stage that the sale is made.
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What is the buyer going through as an evaluator?
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CLOSE - Closing the Deal Key Part of the Sales Process

Close

The fourth step of the Pipeliner Selling System is Close. This step directly correlates to the Customer stage of the buyer’s journey. At this point your buyer is now a customer, and on a different journey.
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What is the buyer going through as a customer?
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COOPERATE - Turning Customers into Advocates

Cooperate

The final stage of the Pipeliner Selling System is Cooperate. It corresponds directly to the Advocate stage of your buyer’s journey.

The dynamic of the relationship, in this stage, has changed from that of vendor-buyer to much more of a partnership. You’re no longer selling to that buyer—you are that buyer’s partner in continuously helping their company succeed.
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What is the buyer going through as an advocate?
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Pipeliner CRM

Just as a precise sales process is reflective of the principles shown above, your CRM solution should be totally reflective of your sales process. To the degree it isn’t, your CRM is not returning on its investment. To the degree it does, your sales force knows exactly where to focus, and what to do next.

Pipeliner is instantly customizable to your company's sales process. Not only that, your process can be changed on the fly if your buyer’s process changes, or you decide to remove or change the Sales Stages based on how the process is performing. Pipeliner CRM is dynamic and responsive to the needs of your sales.

Sales Process