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A well-managed pipeline means you’ll have a steady and manageable stream of incoming clients and the time and resources to nurture existing clients.

What is the typical sales process for consulting firms?
The typical sales process for consulting companies is similar to that of other industries. You’ll have a lead generation and prospecting process to attract new clients, followed by qualifying, pitching, negotiating, and closing.

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6 best practices for managing a consulting firm’s sales pipeline
We’ve compiled 6 best practices to ensure your consulting sales netherlands mobile phone number pipeline is well-managed and enhances your sales process.

1. Define your consulting sales pipeline stages
Creating a sales pipeline that matches your sales and revenue goals is important. When you start from your goals, you have a guiding star to inform every step of your sales process. With these goals in mind, you can begin to build your sales pipeline.

Some questions you can ask to create a sales pipeline that works for your consulting firm include:

What is the sales process that your business already follows? You can ensure that you’re not creating a pipeline from nothing by observing what you already do, and what already works for you.
How many stages do you need? Defining your stages helps you define tasks. It also helps you see opportunities to add or reduce stages for efficiency.
What’s the importance of each stage to you? You can keep essential stages and drop stages that don’t serve your goals.
2. Standardize your sales process
When you’ve got a basic sales process, it’s a good idea to standardize the sales pipeline. It helps you to develop consistent workflows tailored to your consulting services.

Additionally, it reduces the resources needed for onboarding new team members since your standardized pipeline will help them adapt to your company’s expectations, timeline, and goals.

3. Automate as much as possible