The Pipeliner Selling System helps you develop or hone your sales processSales ProcessSales Process is a series of strategic steps or a set of activities aimed at driving sales growth through the alignment of personnel, market insight, methodologies, relevant business units, and technology., to make it as effective as possible. It is a series of steps that every buyerBuyerA buyer is an individual or organizational entity that purchases a product or subscribes to a service. takes—and that every seller, to be successful, should take along with them.
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.
Each stage of the Pipeliner Selling System reflects a particular step of a buyer’s journey.
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 solutionSolutionSolution is a combination of ideas, strategies, processes, technologies and services that effectively helps an organization achieve its goals or hurdle its challenges. (yours). Read more ›
What is the buyer going through as an investigator? Read more ›
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. Read more ›
What is the buyer going through as a prospect? Read more ›
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 productProductProduct refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price. or service is absolutely the right thing to do. It is at this stage that the sale is made. Read more ›
What is the buyer going through as an evaluator? Read more ›
The fourth step of the Pipeliner Selling System is Close. This step directly correlates to the CustomerCustomerCustomer is an individual or an organization that purchases a product or signs up for a service offered by a business. stage of the buyer’s journey. At this point your buyer is now a customer, and on a different journey. Read more ›
What is the buyer going through as a customer? Read more ›
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. Read more ›
What is the buyer going through as an advocate? Read more ›
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.