Building a sales pipeline is like building a house. It all starts with a plan, but it also requires some elbow grease and patience. That said, here are five steps to help you get started:


Marketing is the most important part of any sales process. It’s how you get your product or service in front of the people who need it most, and how you convince them to buy from you. Marketing can be done via a variety of different methods, including:

  • Social media advertising and marketing
  • Email marketing
  • Press releases (if relevant)
  • Advertising on other sites/blogs/websites


Let’s start with the basics: what is prospecting? Prospecting is the process of finding new accounts.

Why is prospecting important? Because it’s how you identify prospects and get them interested in your products or services.

How do you prospect? There are several methods of prospecting, including cold-calling and emailing. The best method for you depends on your company and industry, but there are some general rules for every situation: make sure you know who your target audience is before reaching out; ask open-ended questions instead of yes/no answers (this will help them think about their problems); double-check that their name and title are correct before sending over anything; personalize emails by mentioning something from previous correspondence (if applicable).


Once you’ve established that someone is a good fit for your product, the next step is to qualify them. Qualifying can be thought of as a two-part process: first, determining whether they have the authority to make a purchase decision and second, determining if they have an immediate need for your product or service.

The first part of qualifying focuses on asking questions about their business and industry in order to determine whether there’s any potential for working together in the future. This may include things like “Where are you located?”, “What type of company do you work at?” and “Do you have any existing relationships with our competitors?”. These questions help determine the level of interest in pursuing this opportunity further down the line; if they’re interested enough, it’ll show through their answers here.

The second part focuses on confirming that there’s an immediate need for what we’re selling—in other words, making sure we don’t try selling something when no one wants it right now! For example: “When would someone at your company need this?”, or “When was last time someone bought something similar from us?”. In this way we ensure that once we start building out our pipeline (which comes later), we won’t waste time pitching products no one needs yet because they don’t understand how they could use those products yet either


Closing is the final step in the sales pipeline. It’s a process of negotiating and closing the deal. Closing is a skill that can be learned, practiced, and perfected! There are many ways to close a deal—and it all depends on what works best for you, your company and industry. You might try using case studies or testimonials from happy customers who have purchased from your company before as part of your persuasion strategy; or maybe you’ll want to employ some small talk about one of their hobbies to break some tension before bringing up business topics again (like asking them about their favorite sports teams). Whatever method works best for you will come down mostly upon personal preference – but remember not to pressure anyone into purchasing something they don’t need just because they’ve spent too long talking with someone they trust at work!

Create a sales process that works for you.

  • Create a sales process that works for you.
  • Don’t be afraid to change it if it doesn’t work.
  • Don’t be too rigid about it.

Start with the end in mind when building a sales pipeline

When you’re building a sales pipeline, it’s important to start with the end in mind. The first step is defining your goals and what success looks like for your business. What are the business outcomes that you need to achieve by acquiring new customers and prospects?

If you don’t know what success looks like, it can be tough to measure progress toward achieving those goals.


Before you can begin building your sales pipeline, it’s important to know what you want from it. Each of these steps presents a different opportunity for you to grow and learn about your business. Marketing will help you create awareness for what your company has to offer, prospecting will teach you how to reach out to potential clients in order to find new leads, qualifying will provide insight into whether or not someone is right for this position right now—and closing? Well let’s just say that one speaks for itself!