When the InsideSales.com research lab surveyed sales leaders about their top challenges, one of their questions caught our attention. InsideSales.com asked, which is more challenging, building a pipeline or closing a sale?
More than six in ten respondents (63.48%) identified building the pipeline as a more significant challenge. It stands to reason. If you have built a strong sales force, developed an excellent training program and have clear messaging, then all you need is a pipeline full of qualified buyers interested in what you are selling.
Building your pipeline may not be a matter of attracting and adding more leads into your funnel. You may not be converting enough leads into prospects … buyers that are primed and ready to speak with your sales reps. In other words, it’s not always a problem with leads going into the pipeline; it’s a problem with the output. Leads are leaking out or not filtering down the funnel, and not enough are becoming sales appointments.