This Leaner Pipeline template in Kanban Zone will enable you and your team to incorporate an agile sales process by following clearly defined criteria and steps that will identify critical pains in leads and the most efficient way to move forward.
It is important to enable this template with an open mindset and have the willingness to collaborate with customers and sales teams, but especially not rushing any step to get all the relevant information you may need for building successful proposals. We suggest you start by using this template to enable a prioritization process within the sales team to classify and define the best timely approach for important leads. Preparation and understanding are extremely important. It is important to ensure there is a consensus regarding specific KPIs: current customer critical pain points and status of leads.
The first 3 stages will give you and your team the opportunity to prepare for any contact with prospects. The relevant stages are Scouting, Contact, and Meeting Preparation. It is quite important to understand your prospects’ business models, and their core business, but especially have more empathic conversations. Customers love to talk to someone that is familiar with their business.
The Qualification/Exploration phase is the most important stage. Here you will have the opportunity to get a deeper understanding of your customers, not by selling, but by mapping their situation, wishes, and especially their needs. We highly recommend using a digital board solution if you have virtual meetings and share in real-time your overall understanding of customer issues to enable transparency with your customers.
After following all the meeting criteria with your prospects, make sure to focus on building leaner proposals with the most critical pains identified and explain detailed solutions to your customers. This will allow you to adapt and move forward on what they want.
Remember, customers do not want to merely buy a product solution, they want their problems resolved.
Meet the Experts
With more than 25 years of experience in B2B projects, Gerardo Osorio Garcia is a passionate consultant who has helped Sales organizations on enabling Lean-Agile principles in digital environments. If you have any questions on how to increase your expertise in co-creation techniques and lead your sales to the next level, do not hesitate to contact him.
Eduaro Muñoz Luna has vast experience working with Marketing and Sales teams which makes him a very strategic consultant joining data understanding as something relevant in this Leaner Pipeline. Please contact Eduardo to learn more about how to understand your customer from a digital point of view. Fernando Villanueva Luna is a psychologist who has brought all his experience to enable Sales Ops a new way to collaborate, with a systematic and customer-centricity approach based on Lean-Agile Principles. If you have any questions about how to manage Agile teams, he is the man!
Gerardo, Eduardo, and Fernando are part of MH Services, a consulting firm focused on helping revenue teams to scale up with Lean-Agile methodologies
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