http://www.tomorrow-people.com/blog - Now that digital data is enabling marketing to gain greater insights into customer buying behaviour, the e-pipeline is a big part of businesses’ sales forecasts.

1. Harnessing
the power of
the e-pipeline
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2. Want to know more than
just the revenue values
in your pipeline?
The e-pipeline can tell you so
much more:
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3. Want to know more than
just the revenue values
in your pipeline?
The e-pipeline can tell you so
much more:
How your customers buy, not just
how much
www.tomorrow-people.com

4. Want to know more than
just the revenue values
in your pipeline?
The e-pipeline can tell you so
much more:
How your customers buy, not just
how much
Where you need more resource to
move them through the sales cycle
www.tomorrow-people.com

5. Want to know more than
just the revenue values
in your pipeline?
The e-pipeline can tell you so
much more:
How your customers buy, not just
how much
Where you need more resource to
move them through the sales cycle
What lead nurturing activities are
giving the best results
www.tomorrow-people.com

6. Want to know more than
just the revenue values
in your pipeline?
The e-pipeline can tell you so
much more:
How your customers buy, not just
how much
Where you need more resource to
move them through the sales cycle
What lead nurturing activities are
giving the best results
The shape and velocity of the
deals going on
www.tomorrow-people.com

7. To harness the power of the
e-pipeline, marketing needs to:
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8. To harness the power of the
e-pipeline, marketing needs to:
Define the sales cycle stages
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9. To harness the power of the
e-pipeline, marketing needs to:
Define the sales cycle stages
Establish when a lead becomes a
qualified opportunity
www.tomorrow-people.com

10. To harness the power of the
e-pipeline, marketing needs to:
Define the sales cycle stages
Establish when a lead becomes a
qualified opportunity
Understand customer requirements
and align solutions with them
www.tomorrow-people.com

11. To harness the power of the
e-pipeline, marketing needs to:
Define the sales cycle stages
Establish when a lead becomes a
qualified opportunity
Understand customer requirements
and align solutions with them
Demonstrate how your solutions can
add value.
www.tomorrow-people.com

12. Once a lead has been qualified and
passed to sales, they have to:
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13. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
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14. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
Negotiate the right terms
www.tomorrow-people.com

15. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
Negotiate the right terms
Empower the customer to make the
right decision.
www.tomorrow-people.com

16. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
Negotiate the right terms
Empower the customer to make the
right decision.
To release the power of the e-pipeline, four key data
attributes need to be added to your business analysis:
www.tomorrow-people.com

17. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
Negotiate the right terms
Empower the customer to make the
right decision.
To release the power of the e-pipeline, four key data
attributes need to be added to your business analysis:
1 Net new opportunities
www.tomorrow-people.com

18. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
Negotiate the right terms
Empower the customer to make the
right decision.
To release the power of the e-pipeline, four key data
attributes need to be added to your business analysis:
1 Net new opportunities
2 Conversion rates
www.tomorrow-people.com

19. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
Negotiate the right terms
Empower the customer to make the
right decision.
To release the power of the e-pipeline, four key data
attributes need to be added to your business analysis:
1 Net new opportunities
2 Conversion rates
3 Sales cycle length
www.tomorrow-people.com

20. Once a lead has been qualified and
passed to sales, they have to:
Create the right proposal
Negotiate the right terms
Empower the customer to make the
right decision.
To release the power of the e-pipeline, four key data
attributes need to be added to your business analysis:
1 Net new opportunities
2 Conversion rates
3 Sales cycle length
4 Success profiles
www.tomorrow-people.com

21. With thorough research,
businesses can use the power of
the e-pipeline to:
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22. With thorough research,
businesses can use the power of
the e-pipeline to:
Identify when and where prospects
advance to the next stage of the cycle
www.tomorrow-people.com

23. With thorough research,
businesses can use the power of
the e-pipeline to:
Identify when and where prospects
advance to the next stage of the cycle
See when and where others leave
www.tomorrow-people.com

24. With thorough research,
businesses can use the power of
the e-pipeline to:
Identify when and where prospects
advance to the next stage of the cycle
See when and where others leave
Find out about landing pages that
convert
www.tomorrow-people.com

25. With thorough research,
businesses can use the power of
the e-pipeline to:
Identify when and where prospects
advance to the next stage of the cycle
See when and where others leave
Find out about landing pages that
convert
Develop meaningful success profiles
to duplicate for future activities
Improve the integrity of the pipeline.
www.tomorrow-people.com

26. If sales and marketing work together, they can
make the e-pipeline more successful to deliver:
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27. If sales and marketing work together, they can
make the e-pipeline more successful to deliver:
Improved YOY revenue performance
www.tomorrow-people.com

28. If sales and marketing work together, they can
make the e-pipeline more successful to deliver:
Improved YOY revenue performance
Higher numbers of sales-ready leads
www.tomorrow-people.com

29. If sales and marketing work together, they can
make the e-pipeline more successful to deliver:
Improved YOY revenue performance
Higher numbers of sales-ready leads
Better conversion rates
www.tomorrow-people.com

30. If sales and marketing work together, they can
make the e-pipeline more successful to deliver:
Improved YOY revenue performance
Higher numbers of sales-ready leads
Better conversion rates
Shorter sales cycles.
www.tomorrow-people.com

31. To find out more about content
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Marketing Director’s
Guide:
marketing, download our eGuide How to enable the sales team with
hot leads
Marketing Director’s guide:
How to enable the sales team
with hot leads now!
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