How Does a Pipeline Work in a Sales CRM?

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Within a CRM, the sales CRM pipeline is organized into several stages, which can vary depending on the type of business, sales approach, or complexity of the process. However, most sales CRM pipelines follow a standard structure. Here's how it works:

1. Prospect Capture : This is the first phase, where new prospects who have shown interest in your product or service are identified and recorded. They can come through various sources such as marketing campaigns, referrals, trade shows, or even direct web searches.

2. Qualification : At this stage, the luxembourg email list sales team assesses the prospect's interest and determines whether it is a real opportunity or if it does not have the potential to become a customer . Key questions are asked to qualify the prospect , such as budget, needs, decision-making authority, among others.
It uses the BANT formula for prospect qualification. It is based on four main criteria:


BANT formula for qualifying prospects


User Experience : An intuitive and easy-to-use interface improves customer satisfaction and facilitates the purchasing process.

Personalization : Offering experiences tailored to each customer’s specific needs strengthens business relationships and increases loyalty.

Regulatory compliance : Ensuring that the platform complies with current legal and security regulations is crucial to avoid sanctions and protect sensitive information.

Evaluate whether the prospect has the financial resources to purchase your product or service.

Key questions:

Do you have a budget allocated for this solution?

What investment range are you willing to consider?

Who approves the budget in your organization?


Determine whether you are speaking to the person who has the decision-making power or whether you need to involve others.