Salesforce is an amazing cloud data solution. It does practically everything.
And that's a real problem for busy salespeople.
Sales teams don't have time for everything. Great sales managers can't take time to learn to do everything. Or create forms and reports for everything.
Time-strapped sales teams should only take time to do one thing: sell.
And that's not easy. Selling isn't one task, it's a whole range of skills.
A band aid approach isn't any better for a sales team than it is for a hospital's emergency room.
A true sales solution has to manage a wide range of selling issues.
Pipeline Manager treats visibility, forecasting, coaching, change, inside selling, account management, etc. as one ecosystem. A learning ecosystem.
Example: Visibility. In the Pipeline you finally get AMAZING visibility. And then you'll ask:
Keep asking and refining the answers with a single powerful visual - your Pipeline. The Pipeline gives you ways to get better answers than you've ever had with any other tool in sales.
So you have answer... you want to change something. How? Yell? Beg? Bribe?
How can you make a real and long-term change? By Teaching. Coaching. Changing the team's daily habits.
Guess what? CRM could be GREAT at that... only nobody ever asked it to. The Pipeline does. First we give people cloud spreadsheets to make it easier and faster to work. We make people like the new environment.
Then we give management a way to help strategize - and even set up full sales processes/workflows that live inside the tools that people use every day. They don't go out to some separate form or add-on. Coaching lives inside tools that people use to manage their tasks during the day.
We also revolutionize the way they manage their calendaring - all around efficiencies that no calendar can touch.
CRM brings alignment to the teams. Of course multiple processes to address different markets, products, etc. It's a way to finally align Sales and Marketing.
And Inside Sales.
And Account Management.
Create processes that get Inside Sales to truly qualify the leads.
Create processes that improve your position with your key clients year over year.
Analyze, fine tune, coach and implement again. Because everything you need to do is in any manager's hands. All the processes, data points and help is in a tool so easy to understand that even the CEO could use it.
Adapt the processes for a new product roll out.
Embrace the cultural differences when you break into a new territory.
Add an action that leverages your new technologies and ensures that the next sales tools get used - and used the right way.
And that visibility you wanted? That's helping you to see that the team is on track with your guidance. It's helping you see the ones who are struggling. You're seeing the ones who seem to be working magic - so that you can capture their magic and share it with the rest of the team.
That visibility is also helping you to communicate with the rest of the organization. Forecasting isn't something you spend hours on anymore. It's something that's available anytime - because that visibility IS a forecast. When a solid process backs up a series of stages, nothing hits the final stages unless the homework has been done. When you have the evidence that shows the homework leads to closing, then the final stages show what's closing. Period. No percentages. No gut feel or psychology. No sandbagging. No gaming.
Just good selling. Selling that's improving every day because of the tools that people want to use because they finally answer a question that CRM never answered properly before:
"What's in it for me?"
Every person who uses the Pipeline has a much better chance to do more than just make money.
They are getting better at what they do. It's an expertise they can take anywhere.
And if you want to build a team of experts. You need more than an app. You need an ecosystem: Pipeline Manager.
I started using Pipeline Manager for my 5 SFDC seats 8 months ago. It was easy to install, and with the opportunities I had loaded, it immediately created a visual of my sales funnel.
My company does outbound telemarketing and face-to-face sales calls. My telemarketers use Pipeline to manage their calls to prospects. There is a very helpful feature called the Sales Processor which has scripts the team is using and continually revising for our phone calls to prospects.
The outside sales team likes using Pipeline because it is easier to use than navigating inside Salesforce. They get the colorful representation of their funnel which helps them and me to better manage the stages of their work.
The productivity of my team has risen from the use of this product. We are capturing more data and turning it into useful information to better manage my business.
Ease of installation for trial. Ease in integration with SFDC. Simplicity of the application use. The graphic nature of seeing my companies sales funnel. Less time spent on entering data, than in SFDC. Quick response to on-line support.
The current amount of training materials available. They have good help functions in the tool, and a responsive 'feedback' button, along with several training sessions to get me started, but some video based training would be helpful.
Costs much less than salesforce.
Ask about our multi-year discounts.
TIME, TIME AND MORE TIME
And if there is any job where time=money, it's sales. After all, if we only save an hour a week, that's 50 hours per year. A week more every year - to sell!
And once you're on the Pipeline, you'll be saving much more than an hour a week!
Managers can stop wasting their time becoming IT experts and reporting gurus. On the Pipeline they ask the questions that move business - NOW. Then they ask follow up questions, always refining the Pipeline view, looking at their answers by stage and by date.
Good reps won't waste time slogging through form after form.
One spreadsheet gives you access to all your leads. Filter them, contact them, convert them in a fraction of the time you take to manage leads one form at-a-time. Another spreadsheet manages qualification processes. Another for basic opportunity management.
Save weeks more typing time for the team by adding a sales process so that every person never retypes the same task twice.
And the biggest time saver of all - do your processes the right way every time. That means dropping dead weight on the Pipeline early. It means more time saved managing each opportunity like the best in the business - and the best are always looking for how they can shorten the entire selling cycle.
Guess what. Salespeople actually are NOT coin-operated. Look at the studies. The more you try to push with money, the worse the performance. Smart salespeople can game any comp system you can come up with. Just imagine all the time spent gaming the system that could have been spent on customers. Now think of all the money that didn't do what it was supposed to do.
Three things motivate people and make them happy in their job: Mastery, Autonomy and Purpose (MAP).
Mastery - The Pipeline is 100% about mastery. Mastery in sales means that you are good today and that you know how to adapt to become even better tomorrow. That ability to change, learn and grow is the entire philosophy behind the Pipeline. You're never done getting better as an individual, as a team or as a company.
Autonomy - Salespeople are often considered to be the 'lone cowboys' of the organization. So let them roam free. Micromanaging rarely moves the needle. The Pipeline does because it makes them want to use a tool that that they see helps them to get better and manage more business at any time. That daily usage gives management all the information that they could ever use. It's the end of Big Brother and the start of Master Coach.
Purpose - Corporate mission statements only go so far. When there is a big mission in an organization, that should flow through to every contact with a customer. A tool that manages the process will also managing messaging, and so remind every user about what they are really there to do every day.
Learning the Pipeline takes almost no time - because we leverage change management principles throughout. We start people with our spreadsheet. They use a tiny form. The form expands as they are ready to add more information. It adds a process that guides them to put in the right information at the right time. No more monster forms of confusing datapoints. Just guidance to talk less and ask questions more.
New-hire time to productivity is MUCH faster. People have fewer choices, more guidance and built-in expertise to guide them every step of the way.
A single core graphic metaphor - the Pipeline - is a simple way to look at countless business issues from every angle - and then dive into underlying problems, as well as proposed solutions.
As the old saying goes, the only thing a salesperson has to sell is time. The Pipeline overhauls the entire time equation - from the single mouse click to the full sales process. It eliminates every wasted motion to power only the work that improves sales and management performance - and moves business forward.
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.
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.
Below are some frequently asked questions for Pipeline Manager.
Pipeline Manager offers the following pricing plans:
Pricing model: Open Source, Subscription
Free Trial: Not Available
Costs much less than salesforce.
Ask about our multi-year discounts.
Pipeline Manager offers the following features:
Pipeline Manager has the following typical customers:
Freelancers, Large Enterprises, Mid Size Business, Non Profit, Public Administrations, Small Business
Pipeline Manager supports the following languages:
Pipeline Manager has the following pricing plans:
Open Source, Subscription
We do not have any information about what devices Pipeline Manager supports
We do not have any information about what integrations Pipeline Manager has
We do not have any information about what support options Pipeline Manager has