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How does Pipeline Manager compare with other Sales apps?
Pipeline Manager is a web-based CRM and sales pipeline management solution that lives inside Salesforce.com. Its core functions combine the ability to record best sales practices, improve sales training, and to record and store important contact information all within one solution and in a way that is visual and insightful. It aims to truly streamline your sales processes.
Pipeline Manager is about opening communication, offering any member of the sales team or management an overview of the entire sales pipeline. Through this process, it identifies important data and flags-up previously unseen issues, ultimately aiding your team to review and refine their sales strategies.
This application is an important tool for Salesforce users to encourage their sales teams to ask the right questions and to keep on top of recording vital customer information. This all leads to a deeper total understanding of the structure of your sales pipeline.
In order to use Pipeline Manager, you will need to sign up for Salesforce.com. The Pipeline app exists inside your Salesforce software and is displayed as an easily accessible tab on the user interface.
Pipeline Manager augments the use of Salesforce, allowing users to capture data in a few keystrokes. Accessing this information without Pipeline Manager could potentially take a lot more time in the robust Salesforce platform. Once you click on the Pipeline Manager tab, you will be shown the Pipeline – a set of colorful boxes that offer a complete visual overview of your sales process.
Clicking on each of these boxes allows you to drill down into each section and retrieve detailed client and sales information. The key insights that Pipeline Manager offers determines exactly where you are within each stage of the sales process. It gives you the ability to pull up information and filter it as necessary and enables you to keep track of your teams progress.
Pipeline is a B2B solution – so if your company sells to industry clients, where the sales process may take months or even years, the Pipeline Manager can really help to strategically ascertain where your sales are going and set a course of action to close deals more efficiently.
Pipeline Manager is not only beneficial to sales teams, but also helps your marketing team to gain a better understanding of what’s happening in the sales department, enabling them to create better campaigns and improve their strategies.
As they determine their strategies and define their campaigns they can add actions to Feedback Manager to provide sales reps with marketing insights, keeping marketing and sales teams on the same page.
The Pipeline View is a spreadsheet-like interface which allows you to add in new sales opportunities as you wish and filter customer data by varying parameters, such as by product. This is particularly beneficial if your sales team lack the time to enter information manually. The solution is easy-to-use so any team member can enter strategic information without being trained to think strategically.
From the sky-high view you are shown colorful shapes that represent how your sales are progressing. The shape of your pipeline will change over time as you add more information and opportunities that move your customers from one stage to the next. The Pipeline Manager eco-system wraps in business coaching, client information, sales stages and a lot of other useful information, giving you insight on how to progress.
The Pipeline in Pipeline Manager is the main interface, designed to be used on a daily basis to assess the current position of your customers within the sales process. This allows you to pre-determine customer intentions, define the stage of the sale they are at, and who are the right decision-makers to take things forward. Your current pipeline is represented through colorful boxes, clicking on each of these gives you the ability to drill down into the boxes you gain more information about your clients.
The Pipeline allows you to assess the interest your customers have in your solution and helps you to understand if your company can meet your customers’ needs. Within the Pipeline, whenever you decide to add in a new opportunity or edit and update current opportunities, the Pipeline translates this information and represents it through the spreadsheet. This gives you access to an overview of all your opportunities. It allows you to continuously add in new information directly into Pipeline Manager meaning you don’t have to go back and forth to Salesforce.com.
The Opportunity box answers questions that facilitates closing a deal. These include questions such as, what kind of customer you are dealing with and what level of priority they are (some customers may be high priority, some lower). There is also box that allows users to identify the key decision-makers with the company, deciphering between corporate level directors and mid-level managers, enabling you to pitch the right person.
Another great feature of the application is to identify at which stage of the sales process a potential customer is. They can be listed under Miner, Hopper, Primary or Turbine. Each of these terms represents a major section of the sales process – starting with Miner representing prospective leads, then graduating to Hopper, meaning they have moved beyond lead stage.
As the sales opportunities progess transform from Hopper, they move to Primary and then ultimately to Turbine. This stage means leads have converted to existing clients or accounts. One of the benefits of the Turbine feature, is that it encourages sales reps to nurture the client throughout and beyond the contract phase, managing their customer campaigns in a manner that is more than satisfactory to the client.
Turbine also allows you to customize or use the Pipeline templates to create an additional Pipeline to help your team keep track of projects, campaigns as well as record meetings, best practices and more. You can enter information directly in the Opportunity box or you can go to the Miner, Hopper, Primary and Turbine buttons individually at the top right hand of the spreadsheet screen.
The Sales Processor helps you create a series of steps that guide the team through the whole sales pipeline. It captures your team’s “best practices” and creates helpful notes to guide current staff and brief new reps on how to deal with various cases and customers. For example, instead of demoing your product in a meeting room, you might be advised to take the potential client to lunch where it is suggested that eating and talking might be more productive based on past experience.
Use tabs to mark each stage of the sales process. You can add suggested actions to each stage so that you are continuously assessing the value of your sales process. Monitoring this also helps you keep up-to-date with which stage your team members are at with each of their clients.
You can have a master template in which you can add in unique actions that are customized to each process. Sales teams also have access to this. You can add as many processes and actions as you want, allowing you to move your opportunities through the Pipeline at your desired pace.
The Work Processor helps sales reps better manage their time. It also helps managers to better understand how teams are managing their time, as well as who is doing what, where and when.
The Work Processor helps you answer the following questions: Are some reps overburdened? Are they not using the system effectively, perhaps not reporting what has actually been completed? Are there certain types of Actions that are completed later than others?
Other manager tools include an organizational chart that displays the current state of each team and rep Pipelines.
Pipeline Manager works as an integrated app on the Salesforce platform.
Pipeline manager offers a subscription based model that includes multi-year discounts. Contact Pipeline Manager for more specific pricing information.