{"id":10654,"date":"2022-01-28T12:17:12","date_gmt":"2022-01-28T17:17:12","guid":{"rendered":"https:\/\/www.wework.com\/creator\/?p=10654"},"modified":"2022-03-31T12:05:09","modified_gmt":"2022-03-31T16:05:09","slug":"one-thing-can-help-growth-strategy","status":"publish","type":"post","link":"https:\/\/www.wework.com\/ideas\/professional-development\/business-solutions\/one-thing-can-help-growth-strategy","title":{"rendered":"How to build a strong sales pipeline"},"content":{"rendered":"\n<p>Does the hunger for a sale ever get in the way of <a href=\"https:\/\/www.wework.com\/ideas\/community-stories\/member-spotlight\/one-business-using-wework-to-be-more-accessible-to-clients\">finding clients<\/a> that are a good fit for you and your business? It\u2019s tempting to chase an easy win, even when the quick sale won\u2019t help your organization in the long run. But some clients can be challenging to work with. 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Korea\"},{\"label\":\"\",\"value\":\"\"},{\"label\":\"Spain\",\"value\":\"\",\"slug\":\"spain\"},{\"label\":\"Barcelona\",\"value\":\"838055ee-b28a-11e7-afb6-0a636a339cd2\",\"slug\":\"barcelona\",\"country\":\"Spain\"},{\"label\":\"Madrid\",\"value\":\"637e5c08-88fc-11e7-bad5-0a636a339cd2\",\"slug\":\"madrid\",\"country\":\"Spain\"},{\"label\":\"\",\"value\":\"\"},{\"label\":\"Sweden\",\"value\":\"\",\"slug\":\"sweden\"},{\"label\":\"\",\"value\":\"\"},{\"label\":\"Thailand\",\"value\":\"\",\"slug\":\"thailand\"},{\"label\":\"Bangkok\",\"value\":\"59bd37b8-5550-11e8-a9dc-1202be33576a\",\"slug\":\"bangkok\",\"country\":\"Thailand\"},{\"label\":\"\",\"value\":\"\"},{\"label\":\"United Arab Emirates\",\"value\":\"\",\"slug\":\"united-arab-emirates\"},{\"label\":\"Abu Dhabi\",\"value\":\"93993818-6b4f-11e9-9b0b-0ec6db7d2a3c\",\"slug\":\"abu-dhabi\",\"country\":\"United Arab Emirates\"},{\"label\":\"Dubai\",\"value\":\"57baa414-4a55-11e9-85c5-0ec6db7d2a3c\",\"slug\":\"dubai\",\"country\":\"United Arab Emirates\"},{\"label\":\"\",\"value\":\"\"},{\"label\":\"United Kingdom\",\"value\":\"\",\"slug\":\"united-kingdom\"},{\"label\":\"Birmingham\",\"value\":\"d402393e-6b56-11e9-a595-0ec6db7d2a3c\",\"slug\":\"birmingham\",\"country\":\"United Kingdom\"},{\"label\":\"Cambridge\",\"value\":\"2a83b02e-4a4d-11e9-b6b2-0ec6db7d2a3c\",\"slug\":\"cambridge--united-kingdom\",\"country\":\"United Kingdom\"},{\"label\":\"Edinburgh\",\"value\":\"d7c88ab4-509e-11e9-b8c8-0ec6db7d2a3c\",\"slug\":\"edinburgh\",\"country\":\"United Kingdom\"},{\"label\":\"London\",\"value\":\"3b0e05dc-db03-4638-bcbd-33faffb4ba2b\",\"slug\":\"london\",\"country\":\"United Kingdom\"},{\"label\":\"Manchester\",\"value\":\"d2e6cc76-5691-11e7-bdbc-0a636a339cd2\",\"slug\":\"manchester\",\"country\":\"United 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href=\\\"https:\\\/\\\/www.wework.com\\\/legal\\\/terms-of-service\\\" target=\\\"_blank\\\" style=\\\"font-size: 13.3333px;\\\">Terms of Service<\\\/a><span style=\\\"font-size: 13.3333px;\\\">&nbsp;and acknowledge our&nbsp;<\\\/span><a href=\\\"https:\\\/\\\/www.wework.com\\\/legal\\\/global-privacy-policy\\\" style=\\\"font-size: 13.3333px;\\\">Global Privacy Policy<\\\/a><span style=\\\"font-size: 13.3333px;\\\">.<\\\/span><br><\\\/p>\",\"container_class\":\"width 100\",\"element_class\":\"width 100\",\"wrap_styles_border\":\"\",\"wrap_styles_width\":\"100%\",\"wrap_styles_margin\":\"\",\"wrap_styles_padding\":\"\",\"wrap_styles_float\":\"\",\"wrap_styles_show_advanced_css\":1,\"label_styles_border\":\"\",\"label_styles_width\":\"\",\"label_styles_font-size\":\"\",\"label_styles_margin\":\"\",\"label_styles_padding\":\"\",\"label_styles_float\":\"\",\"label_styles_show_advanced_css\":0,\"element_styles_border\":\"\",\"element_styles_width\":\"100%\",\"element_styles_font-size\":\"\",\"element_styles_margin\":\"\",\"element_styles_padding\":\"\",\"element_styles_float\":\"\",\"element_styles_show_advanced_css\":0,\"cellcid\":\"c4246\",\"key\":\"html_1588257629816\",\"drawerDisabled\":false,\"wrap_styles_display\":\"\",\"wrap_styles_border-style\":\"\",\"field_label\":\"\",\"field_key\":\"html_1588257629816\",\"admin_label\":\"\",\"id\":361,\"beforeField\":\"\",\"afterField\":\"\",\"value\":\"<p><span style=\\\"font-size: 13.3333px;\\\">By clicking the button below, you agree to our&nbsp;<\\\/span><a href=\\\"https:\\\/\\\/www.wework.com\\\/legal\\\/terms-of-service\\\" target=\\\"_blank\\\" style=\\\"font-size: 13.3333px;\\\">Terms of Service<\\\/a><span style=\\\"font-size: 13.3333px;\\\">&nbsp;and acknowledge our&nbsp;<\\\/span><a href=\\\"https:\\\/\\\/www.wework.com\\\/legal\\\/global-privacy-policy\\\" style=\\\"font-size: 13.3333px;\\\">Global Privacy Policy<\\\/a><span style=\\\"font-size: 13.3333px;\\\">.<\\\/span><br><\\\/p>\",\"label_pos\":\"above\",\"parentType\":\"html\",\"element_templates\":[\"html\",\"input\"],\"old_classname\":\"\",\"wrap_template\":\"wrap\"},{\"objectType\":\"Field\",\"objectDomain\":\"fields\",\"editActive\":false,\"order\":12,\"idAttribute\":\"id\",\"type\":\"submit\",\"label\":\"Submit\",\"processing_label\":\"Processing\",\"container_class\":\"\",\"element_class\":\"\",\"key\":\"submit_1554741098461\",\"field_label\":\"Submit\",\"field_key\":\"submit_1554741098461\",\"wrap_styles_show_advanced_css\":0,\"element_styles_show_advanced_css\":0,\"submit_element_hover_styles_show_advanced_css\":0,\"cellcid\":\"c4249\",\"created_at\":\"2019-04-11 14:18:43\",\"admin_label\":\"\",\"id\":359,\"beforeField\":\"\",\"afterField\":\"\",\"value\":\"\",\"label_pos\":\"above\",\"parentType\":\"textbox\",\"element_templates\":[\"submit\",\"button\",\"input\"],\"old_classname\":\"\",\"wrap_template\":\"wrap-no-label\"}];nfForms.push(form);<\/script>\n                <script id=\"nf-tmpl-cell\" type=\"text\/template\">\r\n            <nf-fields><\/nf-fields>\r\n        <\/script>\r\n\r\n        <script id=\"nf-tmpl-row\" type=\"text\/template\">\r\n            <nf-cells><\/nf-cells>\r\n        <\/script>\r\n\r\n        \n\n\n<h2  id=\"qualifying-leads\"class=\"wp-block-heading\"><strong>Qualifying leads<\/strong><\/h2>\n\n\n\n<p>Not every <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/business-solutions\/b2b-growth-hacking\">sales lead<\/a> is worth your time or effort, so qualifying leads is an essential part of any growth strategy. Here are some guidelines I\u2019ve developed to qualify leads and ensure that the client is a good fit for our company strategically:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>What is the problem? The first and most important area is to discover the problem that precipitated the prospect\u2019s conversation with us. If it is something our company can help with, we\u2019re happy to continue the conversation. If not, I \u201cbless and release\u201d them. In other words, wish them well and say goodbye. However, I always try to provide the prospect a referral to someone who I think can help solve the problem. This goes a long way in ensuring that we maintain a good relationship, even though we aren\u2019t doing business together. You never know when their problem might be something we <em>can <\/em>help solve.<\/li><li>Is it <a href=\"https:\/\/www.wework.com\/ideas\/community-stories\/member-spotlight\/people-over-profits-one-companys-new-take-on-lending\">all about the money<\/a>? When the only thing on the prospect\u2019s mind is the cost or it\u2019s the first question they ask, it\u2019s time to shut down the conversation. Of course, budget factors into everything we do, but it can\u2019t always drive business decisions. Working with someone who is too budget-conscious means that the prospect values the dollar more than the solution. Our pricing focuses on the value we provide our clients in improving their productivity and, in turn, volume and profits. Value pricing also helps us become a better resource for the client, developing a long-term relationship that will lead to future sales.<\/li><li>Do we enjoy the interaction during the sales cycle? The sales cycle can tell us a lot about what it will be like to work with a <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/creativity-culture\/what-is-company-culture-and-why-its-important\">prospective client<\/a>. Pay attention to how long it takes the prospect to respond to your questions during the sales cycle and keep track of their expectations of your time. These factors give insight into whether the project will be successful and whether the client will be there for the long haul.<\/li><li>What are the opportunity costs? Does the project put your business at risk in any way? Does it take resources away from other projects that would be more profitable? Sometimes you can\u2019t anticipate opportunity costs\u2014projects could take longer and require more resources than you think they will\u2014and you will take a loss. As my business has grown, I\u2019ve learned how to better evaluate opportunity costs so that I don\u2019t take on projects that won\u2019t be profitable, take too much time, or are too demanding for my team.<\/li><li>What is their time frame? You should know when the prospect expects to make a decision and how long it will take to implement the solution. Quick decision makers generally result in good clients. Clients who expect you to drop everything or have unrealistic expectations of how long it will take to complete a project don\u2019t make for great business.<\/li><\/ol>\n\n\n\n<h2  id=\"traditional-lead-qualification-questions\"class=\"wp-block-heading\"><strong>Traditional lead qualification questions<\/strong><\/h2>\n\n\n\n<p>These five questions won\u2019t close the deal. We still rely on the traditional lead qualification questions that sales professionals recommend as well, including:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>What is their budget? Can they afford us? Can we afford to work with them?<\/li><li>Who is really calling the shots? Identifying the decision maker is always important in the sales cycle. If we\u2019re not working directly with that person, we try to turn our direct contact into an ally who can help us close the business.<\/li><li>Who is our competition? If you want the business, you need to outshine your competition. Knowing who else the prospect is considering gives you good perspective into both what the client is looking for and how to position yourself in the proposal.<\/li><li>How will they make a decision? Whether the prospect is sending out an RFP, holding in-person meetings, or having a committee make the final decision may change your <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/motivate-sales-team\">sales approach<\/a>.<\/li><\/ol>\n\n\n<div class=\"related-articles-sticky related-articles-sticky--sticky-on-desktop\">\r\n        <div class=\"related-articles-sticky__holder\">\r\n            <div class=\"ray-grid\">\r\n                <div class=\"ray-grid__cell--span-full\">\r\n                    <div class=\"related-articles-sticky__header-wrapper\">\r\n                        <h3 class=\"ray-text--h3 related-articles-sticky__block-title\">\r\n                            Related articles\r\n                        <\/h3>\r\n                    <\/div>\r\n                    <div class=\"related-articles-sticky__wrapper\">\r\n                        \r\n                            <div class=\"related-articles-sticky__item\">\r\n                                <div class=\"related-articles-sticky__image-wrapper\">\r\n                                    <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/5-signs-your-business-is-ready-for-a-flexible-workspace-solution\" class=\"ray-image ray-image--1by1\">\r\n                                        <img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"3959\" height=\"2641\" src=\"https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20231031-Chicago-Lifestyle-16-copy-1.jpg?resize=3959%2C2641\" class=\"related-articles-sticky__image\" alt=\"Common space\" srcset=\"https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20231031-Chicago-Lifestyle-16-copy-1.jpg?w=3959 3959w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20231031-Chicago-Lifestyle-16-copy-1.jpg?w=1536 1536w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20231031-Chicago-Lifestyle-16-copy-1.jpg?w=2048 2048w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20231031-Chicago-Lifestyle-16-copy-1.jpg?w=3000 3000w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/>\r\n                                    <\/a>\r\n                                <\/div>\r\n                                <div class=\"related-articles-sticky__container\">\r\n                                    <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/5-signs-your-business-is-ready-for-a-flexible-workspace-solution\">\r\n                                        <div class=\"related-articles-sticky__caption-title\">\r\n                                            5 Signs Your Business is Ready for a Flexible Workspace Solution\u00a0\r\n                                        <\/div>\r\n\r\n                                        <div class=\"author\">\r\n    By\r\n    WeWork\r\n  <\/div>\r\n                                    <\/a>\r\n                                <\/div>\r\n                            <\/div>\r\n                        \r\n                            <div class=\"related-articles-sticky__item\">\r\n                                <div class=\"related-articles-sticky__image-wrapper\">\r\n                                    <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/how-flexible-workspaces-can-save-you-time-and-money\" class=\"ray-image ray-image--1by1\">\r\n                                        <img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"4752\" height=\"3168\" src=\"https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20240729-10-York-Road-Brand-Photoshoot-3.jpg?resize=4752%2C3168\" class=\"related-articles-sticky__image\" alt=\"Common area\" srcset=\"https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20240729-10-York-Road-Brand-Photoshoot-3.jpg?w=4752 4752w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20240729-10-York-Road-Brand-Photoshoot-3.jpg?w=1536 1536w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20240729-10-York-Road-Brand-Photoshoot-3.jpg?w=2048 2048w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2025\/04\/Web_150DPI-20240729-10-York-Road-Brand-Photoshoot-3.jpg?w=3000 3000w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/>\r\n                                    <\/a>\r\n                                <\/div>\r\n                                <div class=\"related-articles-sticky__container\">\r\n                                    <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/how-flexible-workspaces-can-save-you-time-and-money\">\r\n                                        <div class=\"related-articles-sticky__caption-title\">\r\n                                            How flexible workspaces can save you time and money\u00a0\r\n                                        <\/div>\r\n\r\n                                        <div class=\"author\">\r\n    By\r\n    WeWork\r\n  <\/div>\r\n                                    <\/a>\r\n                                <\/div>\r\n                            <\/div>\r\n                        \r\n                            <div class=\"related-articles-sticky__item\">\r\n                                <div class=\"related-articles-sticky__image-wrapper\">\r\n                                    <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/the-dos-and-donts-of-getting-your-pitch-across-to-investors\" class=\"ray-image ray-image--1by1\">\r\n                                        <img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1708\" src=\"https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2024\/07\/Web_150DPI-20231031-Chicago-Lifestyle-48-copy-scaled.jpg?resize=2560%2C1708\" class=\"related-articles-sticky__image\" alt=\"\" srcset=\"https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2024\/07\/Web_150DPI-20231031-Chicago-Lifestyle-48-copy-scaled.jpg?w=2560 2560w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2024\/07\/Web_150DPI-20231031-Chicago-Lifestyle-48-copy-scaled.jpg?resize=1536%2C1025 1536w, https:\/\/www.wework.com\/ideas\/wp-content\/uploads\/sites\/4\/2024\/07\/Web_150DPI-20231031-Chicago-Lifestyle-48-copy-scaled.jpg?resize=2048%2C1366 2048w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/>\r\n                                    <\/a>\r\n                                <\/div>\r\n                                <div class=\"related-articles-sticky__container\">\r\n                                    <a href=\"https:\/\/www.wework.com\/ideas\/professional-development\/the-dos-and-donts-of-getting-your-pitch-across-to-investors\">\r\n                                        <div class=\"related-articles-sticky__caption-title\">\r\n                                            The dos and don\u2019ts of getting your pitch across to investors\r\n                                        <\/div>\r\n\r\n                                        <div class=\"author\">\r\n    By\r\n    Sonya Matejko\r\n  <\/div>\r\n                                    <\/a>\r\n                                <\/div>\r\n                            <\/div>\r\n                                            <\/div>\r\n                <\/div>\r\n            <\/div>\r\n        <\/div>\r\n    <\/div>\r\n\n\n\n<h2  id=\"its-not-only-about-the-sale\"class=\"wp-block-heading\"><strong>It\u2019s not only about the sale<\/strong><\/h2>\n\n\n\n<p>As my company has grown, we\u2019ve become more strategic about the clients we want to work with. We found that bringing on the wrong clients actually impeded growth. That\u2019s why we spent time understanding what type of clients are good for us in the way we market and sell our services. This allowed us to reach our goal of 20 percent annual growth.<\/p>\n\n\n\n<p>Before you spend valuable time pursuing a lead, make sure it is a good fit for your company. Part of that process includes examining your own business to determine exactly <a href=\"https:\/\/www.wework.com\/ideas\/community-stories\/employee-spotlight\/the-office-is-going-through-a-creative-growth-spurt\">what you are looking for<\/a>, the types of clients you enjoy working with, and where you generate the most revenue. Happy qualifying!<\/p>\n\n\n\n<p><em>This article was originally published on December 27, 2014, and has been updated throughout by the editors.<\/em><\/p>\n\n\n<div\r\n  data-block_60e8695ae0589\r\n  class=\"sticky-cta align sticky-cta--bottom sticky-cta--default--bottom sticky-cta--right sticky-cta--default\"\r\n>\r\n  <div class=\"sticky-cta__copy sticky-cta--default__copy\">\r\n    <p>Rethinking your workspace?<\/p>\n\r\n  <\/div>\r\n\r\n  <div class=\"sticky-cta__button-wrap sticky-cta--default__button\">\r\n    <button class=\"ray-button ray-button--primary sticky-cta__button\">\r\n      <a\r\n        href=\"#nf-form-31-cont\"\r\n        class=\"sticky-cta__link sticky-cta--default__link\">\r\n        Get in touch\r\n      <\/a>\r\n    <\/button>\r\n  <\/div>\r\n<\/div>\r\n","protected":false},"excerpt":{"rendered":"<p>A well-qualified sales pipeline identifies opportunities and positions your business for success<\/p>\n","protected":false},"author":1387,"featured_media":3000052399,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"template-single-default.blade.php","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[43910,43902],"tags":[499,39221,39224],"class_list":["post-10654","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-solutions","category-professional-development","tag-agility","tag-entrepreneurs","tag-company-growth"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v22.4 (Yoast SEO v25.3.1) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to build a strong sales pipeline<\/title>\n<meta name=\"description\" content=\"A well-qualified sales pipeline identifies opportunities and positions your business for success.\" \/>\n<meta name=\"robots\" content=\"index, follow, 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