Sales teams need to have a forward pipeline in order to have proper sales forecasting. It is also critical for B2B marketers to understand.
To build a forward pipeline, start by thinking about how long a sales gestation is for a client. Look forward to if there are enough new sales in the pipeline to replenish the company or if it is drying up.
Marketing is in the unique position to be able to look at the forward pipeline and start taking action to fill it with new leads.
You need to create a dashboard to view and track the forward pipeline. While parts of this process may seem like the job of sales, if they aren’t taking care of it, it will reflect poorly on you.
”You also need to make sure that you’re not blind to, what’s going to happen 2, 3, 6 months down the road”
We are excited to announce the Fractional CMO Community Facebook Group. This aims to be a place where Fractional CMOs or marketers considering becoming a Fractional CMO can connect and share ideas.
Claim your copy of my book “The Fractional CMO Method” to learn step-by-step how I grew my Fractional CMO practice to $46,500 a month! It’s a #1 Wall Street Journal Best-Seller and if you don’t love it, I’ll refund every penny.
Success might be slipping through your grasp right in front of you without you knowing. Learn about readily available data that if used properly can lead to exponential growth.