Sales Pipeline: From Lead to Customer
A well-designed pipeline predicts revenue. A messy one is a pile of opportunities no one manages. Learn to build yours.
What's included:
What you'll find inside
A preview of the key points. Download to access the full content.
Prospecting (Lead generated)
Initial contact. KPI: weekly volume. Goal: secure a first conversation.
Qualification (MQL → SQL)
Do they have a problem, budget, authority, timeline? KPI: MQL→SQL rate >30%.
Discovery
Understand the real pain. KPI: # discovery meetings. Don't sell yet, understand.
Proposal sent
A formal quote. KPI: time from discovery to proposal <5 days.
Negotiation
Objections and adjustments. KPI: # revisions per deal. >3 = something wasn't understood earlier.
Close (signature)
Signed contract. KPI: close rate from proposal (B2B benchmark: 20-30%).
Onboarding and retention
The close doesn't end the sale. KPI: upsell within 12 months, client NPS.
💡 Companies with a documented pipeline close 18% more than those that improvise.
Source: Harvard Business Review
💡 The average SQL-to-customer conversion rate in B2B is 22%.
Source: Salesforce State of Sales
Visual, real-time pipeline in DealForge
Drag-and-drop kanban, KPIs per stage, alerts on stuck deals. Management without Excel.