{"id":49013,"date":"2021-04-06T13:11:33","date_gmt":"2021-04-06T13:11:33","guid":{"rendered":"https:\/\/staging-mondaycomblog.kinsta.cloud\/?post_type=pm&#038;p=49013"},"modified":"2025-11-04T05:00:02","modified_gmt":"2025-11-04T10:00:02","slug":"sales-pipeline-stages","status":"publish","type":"post","link":"https:\/\/monday.com\/blog\/crm-and-sales\/sales-pipeline-stages\/","title":{"rendered":"How to build an effective sales pipeline"},"content":{"rendered":"","protected":false},"excerpt":{"rendered":"","protected":false},"author":234,"featured_media":156148,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"pages\/cornerstone-primary.php","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_title":"How To Build An Effective Sales Pipeline %%page%% %%sep%% %%sitename%%","_yoast_wpseo_metadesc":"Learn how a sales pipeline can help you boost your sales revenue, organize your sales team, and standardize your sales processes.","monday_item_id":10069194812,"monday_board_id":0,"footnotes":"","_links_to":"","_links_to_target":""},"categories":[13913],"tags":[],"class_list":["post-49013","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-crm-and-sales"],"acf":{"lobby_image":false,"post_thumbnail_title":"","hide_post_info":false,"hide_bottom_cta":false,"hide_from_blog":true,"cluster":"","banner_url":"","main_text_banner":"","sub_title_banner":"","sub_title_banner_second":"","banner_button_text":"","below_banner_line":"","display_dates":"updated","use_customized_cta":false,"display_subscribe_widget":false,"custom_schema_code":"<script type=\"application\/ld+json\">\r\n{\r\n  \"@context\": \"https:\/\/schema.org\",\r\n  \"@type\": \"FAQPage\",\r\n  \"mainEntity\": [{\r\n    \"@type\": \"Question\",\r\n    \"name\": \"What is a sales pipeline?\",\r\n    \"acceptedAnswer\": {\r\n      \"@type\": \"Answer\",\r\n      \"text\": \"A sales pipeline \u2014 sometimes called a <a class=\"wpil_keyword_link\" href=\"https:\/\/monday.com\/blog\/crm-and-sales\/sales-funnel\/\" target=\"_blank\"  rel=\"noopener\" title=\"sales funnel\" data-wpil-keyword-link=\"linked\">sales funnel<\/a> \u2014 is a series of defined stages or activities for turning prospects into customers. It takes all the tasks that must be done to close a sale and organizes them in the right order to have the biggest impact.\"\r\n    }\r\n  },{\r\n    \"@type\": \"Question\",\r\n    \"name\": \"What are the sales pipeline stages?\",\r\n    \"acceptedAnswer\": {\r\n      \"@type\": \"Answer\",\r\n      \"text\": \"Prospecting or lead generation\r\nInitial contact and lead nurturing\r\nLead qualifying\r\nProduct demo or free trial\r\nProposal or negotiation\r\nClosing\"\r\n    }\r\n  },{\r\n    \"@type\": \"Question\",\r\n    \"name\": \"What are 6 key steps for sales pipeline management?\",\r\n    \"acceptedAnswer\": {\r\n      \"@type\": \"Answer\",\r\n      \"text\": \"1. Outline your sales process\r\n2. Determine your revenue or sales goals.\r\n3. Collaborate with other teams.\r\n4. Define your sales pipeline stages.\r\n5. Set up your sales CRM software.\r\n6. Test and refine your sales pipeline.\"\r\n    }\r\n  },{\r\n    \"@type\": \"Question\",\r\n    \"name\": \"\",\r\n    \"acceptedAnswer\": {\r\n      \"@type\": \"Answer\",\r\n      \"text\": \"\"\r\n    }\r\n  }]\r\n}\r\n<\/script>","landing_page_layout":false,"featured_image_link":"","post_date":"20250331","sidebar_color_banner":"","custom_tags":false,"faqs":false,"activate_cta_banner":false,"sections":[{"acf_fc_layout":"content_1","blocks":[{"main_heading":"","content_block":[{"acf_fc_layout":"text","content":"<p>When you don\u2019t have a good sales tracking method, it\u2019s easy to lose leads, sales, and revenue. Enter the sales pipeline: a handy structure that takes your sales process and breaks it down into visual, easily understandable stages that everyone on your team can follow.<\/p>\n<p>This guide will take you through each stage of the <a href=\"https:\/\/monday.com\/go-templates\/sales-pipeline\" target=\"_blank\" rel=\"noopener\">sales pipeline<\/a> so you can see how it helps your sales team run more smoothly. Plus, we\u2019ll show you how to build and manage your sales pipeline with a sturdy CRM, like the one offered by monday.com.<\/p>\n<a class=\"cta-button blue-button\" aria-label=\"Try monday CRM\" href=\"https:\/\/auth.monday.com\/p\/crm\/users\/sign_up_new#soft_signup_from_step\" target=\"_self\">Try monday CRM<\/a>\n"}]},{"main_heading":"What is a sales pipeline?","content_block":[{"acf_fc_layout":"image","image_type":"normal","image":156124,"image_link":""},{"acf_fc_layout":"text","content":"<p>A sales pipeline is a framework for the steps your leads go through on their journey to becoming paying customers. Businesses often use sales pipelines to track the progress of deals and to identify areas for improvement in their sales process. It&#8217;s like a roadmap that helps your sales team stay organized, prioritize leads, and forecast revenue.<\/p>\n<p>Typically, a sales pipeline includes the stages of lead generation, lead qualification, initial contact, presentation or demo, negotiation, and closing the deal.<\/p>\n<p><iframe loading=\"lazy\" title=\"Customize your sales pipeline with no coding - monday CRM\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/4cYZ0SGbtb8?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n"}]},{"main_heading":"Why is a sales pipeline important? ","content_block":[{"acf_fc_layout":"text","content":"<p><span style=\"font-weight: 400;\">The sales pipeline is the backbone of any sales operation, providing structure and visibility into the entire sales process from prospecting to closing deals.\u00a0<\/span><\/p>\n<p>Here&#8217;s why the sales pipeline is such a useful framework:<\/p>\n<ul>\n<li>It helps you organize and prioritize leads, so potential customers don\u2019t fall through the cracks.<\/li>\n<li>It makes it easier to create accurate sales forecasts, by <a href=\"https:\/\/monday.com\/blog\/crm-and-sales\/sales-tracking\/\">tracking the progress of deals<\/a> through various stages.<\/li>\n<li>It makes your sales team more efficient by creating a standardized process for your reps to follow, so they\u2019re not constantly reinventing the wheel.<\/li>\n<li>It gives you insight into the overall health of your sales process, highlighting areas for improvement and optimization.<\/li>\n<\/ul>\n<p>If you\u2019re ready to set up your sales pipeline, monday CRM could be a great place to start. Workspaces in monday CRM come loaded with pre-made boards and templates that make it super simple to set up a sales pipeline from scratch.<\/p>\n<a class=\"cta-button blue-button\" aria-label=\"Try monday CRM\" href=\"https:\/\/auth.monday.com\/p\/crm\/users\/sign_up_new#soft_signup_from_step\" target=\"_self\">Try monday CRM<\/a>\n"}]},{"main_heading":"What are the six sales pipeline stages?","content_block":[{"acf_fc_layout":"image","image_type":"normal","image":156130,"image_link":""},{"acf_fc_layout":"text","content":"<p>Depending on your business structure, there can be some variation in your sales pipeline, but most sales operations will progress through the following steps:<\/p>\n<h3>Phase 1: Prospecting or lead generation<\/h3>\n<p>The first pipeline stage is all about finding and qualifying potential leads. This might be done through traditional or digital marketing strategies, PR initiatives, or\u00a0 traditional manual research and sales outreach.<\/p>\n<h3>Phase 2: Initial contact and lead nurturing<\/h3>\n<p>Now that you know who your prospects are, it\u2019s time to start getting them to trust you. \u00a0Prove your value early, and your <a href=\"https:\/\/monday.com\/blog\/crm-and-sales\/conversion-rate-optimization\/\" target=\"_blank\" rel=\"noopener\">conversion rate<\/a> will thank you.<\/p>\n<p>You can nurture your leads using all sorts of tactics \u2014 lead magnets, drip campaigns, or even cold calls or emails. It just depends on what will have the best impact on your target audience.<\/p>\n<p>To keep an eye on all of your lead nurturing strategies, it\u2019s smart to use a CRM that consolidates all your lead information in one easy-to-access place. With monday CRM, it\u2019s simple to view the status of all your leads and deals at a glance, so you know exactly when your leads are ready to move into the next stage.<\/p>\n<a class=\"cta-button blue-button\" aria-label=\"Try monday CRM\" href=\"https:\/\/auth.monday.com\/p\/crm\/users\/sign_up_new#soft_signup_from_step\" target=\"_self\">Try monday CRM<\/a>\n<h3>Phase 3: Lead qualifying<\/h3>\n<p>Lead qualifying helps you to focus your sales efforts on the most valuable prospects. A qualified lead meets a certain set of criteria that indicates how likely they are to buy from you.<\/p>\n<p>For instance, you might disqualify a lead when you realize they just don\u2019t have the budget to buy your product. Sometimes this is quantified in a <a href=\"https:\/\/monday.com\/blog\/crm-and-sales\/scoring-rules\/\" target=\"_blank\" rel=\"noopener\">lead scoring system<\/a>, which you can also track in your <a href=\"https:\/\/monday.com\/crm\" target=\"_blank\" rel=\"noopener\">CRM software<\/a>.<\/p>\n<h3>Phase 4: Product demo or free trial<\/h3>\n<p>Once a prospect has been qualified, you\u2019ll need to show them what you can offer them. This stage may involve conducting product demonstrations, providing case studies or testimonials, and outlining the benefits of choosing your offering over competitors. The goal is to demonstrate the value of your solution and how it can solve the prospect\u2019s problems.<\/p>\n<h3>Phase 5: Proposal or negotiation<\/h3>\n<p>This is the actual sales pitch. Everything in your sales pipeline so far has been building up to this moment. By this point, you should have built rapport and proved your value so the sales pitch comes naturally.\u00a0\u00a0If you\u2019re working in enterprise sales or selling custom solutions, this stage might also include negotiations or outlining the final terms of the deal.<\/p>\n"}]},{"main_heading":"How do you build a sales pipeline from scratch?","content_block":[{"acf_fc_layout":"image","image_type":"normal","image":156136,"image_link":""},{"acf_fc_layout":"text","content":"<p>If you\u2019re ready to create a standardized sales pipeline for your team, here are the steps to follow:<\/p>\n<h3>1. Define your Ideal Customer Profile (ICP)<\/h3>\n<p>Before you can start putting together a sales pipeline, you need to agree on who you\u2019re targeting. If you\u2019ve already got a customer base, look at the characteristics of your best customers. If not, you\u2019ll need to conduct market research and consider who your product or service will help the most. Factors to bear in mind include industry, company size, location, and demographic profile.<\/p>\n<h3>2. Identify prospecting channels<\/h3>\n<p>Once you\u2019ve defined your ICP, begin to look into their behavior and preferences. Where do they spend time? What media channels do they consume? What are the easiest and most cost-effective ways to reach them? Channels to consider include cold-calling, email outreach, social media engagement, networking events, or inbound marketing.<\/p>\n<h3>3. Begin building a leads list<\/h3>\n<p>Time to start pulling leads into your pipeline. Begin gathering leads through your chosen prospecting channels. You can use tools and techniques like lead generation software, web forms, networking, and referrals to build a database of potential prospects who fit your ICP<\/p>\n<h3>4. Qualify your leads<\/h3>\n<p>Define what makes a lead a good fit for your business (your ICP should help) and use these qualifying criteria to start to sort your leads into high and low priority. Often, this involves a combination of qualifying questions (asked via webforms or during discovery calls) and analyzing how leads have engaged with your digital content.<\/p>\n<h3>5. Engage with prospects<\/h3>\n<p>Reach out to qualified leads\u2014whether through emails, phone calls, social media, or by setting up a meeting. Make sure to track your communications in your CRM, so the whole team has the information they need to follow up appropriately.<\/p>\n<h3>6. Manage your opportunities in a shared platform<\/h3>\n<p>Use your CRM to monitor interactions, update the status of leads as they progress through the stages of the sales pipeline, and schedule follow-up activities. Regularly review and prioritize opportunities, to ensure a steady flow of prospects through the pipeline. If you\u2019re working with monday CRM, you might also want to set up automations to keep the whole team up to speed on deal progress and cut down on manual data entry.<\/p>\n<p>By following these steps and staying proactive in your prospecting efforts, you can build a robust sales pipeline that consistently generates qualified leads and drives revenue growth for your business.<\/p>\n<p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n"}]},{"main_heading":"Keep your sales pipeline organized with monday CRM","content_block":[{"acf_fc_layout":"image","image_type":"normal","image":156142,"image_link":""},{"acf_fc_layout":"text","content":"<p>If you\u2019re ready to build a high-performing sales pipeline, you might want to check out monday CRM. Our sales CRM is an all-in-one platform that helps teams build the tools they need to work at their absolute best.\u00a0 Sales professionals can benefit from features like:<\/p>\n<ul>\n<li><span style=\"font-weight: 200;\"><strong>Automations<\/strong>: Take advantage of no-code automations for manual processes to give your salespeople more time for selling and less time for administrative work. For example, our built-in <\/span><a href=\"https:\/\/monday.com\/blog\/crm-and-sales\/sales-automation\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 200;\">sales automation<\/span><\/a><span style=\"font-weight: 200;\"> will automatically move sales opportunities to the proper sales stage.\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 200;\"><strong>Funnel reports<\/strong>: Gain a better understanding of your pipeline conversion rates between different stages in the sales funnel<\/span><\/li>\n<li><span style=\"font-weight: 200;\"><strong>Leaderboard:<\/strong> Visualize and compare sales rep performance within each of their deal stages to identify leaders and where to focus training efforts<\/span><\/li>\n<li><span style=\"font-weight: 200;\"><strong>Email tools:<\/strong> A shared inbox, so you can share emails and activities on the person, team, or company level. Allows for additional control, security, and flexibility for your account. Plus, send mass emails easily right from the board view.\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 200;\"><strong>Integrations<\/strong>: Manage your entire sales pipeline without switching tabs. Salesforce, <\/span><a href=\"https:\/\/monday.com\/blog\/crm-and-sales\/pipedrive-vs-monday\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 200;\">Pipedrive<\/span><\/a><span style=\"font-weight: 200;\">, and many hundreds of apps seamlessly integrate with monday.com<\/span><\/li>\n<li><span style=\"font-weight: 200;\"><strong>Customizations:<\/strong> With monday CRM, you can edit deal stages, add as many columns as you\u2019d like, manage multiple pipelines at once, and more. Pick from 8+ data visualizations, custom columns, and color-coated statuses to create your ideal workflow.<\/span><\/li>\n<\/ul>\n<p>Best of all, monday CRM isn\u2019t just for your sales team. It helps marketing and support teams track their processes too. It\u2019s a single source of truth for everyone in your organization. <span style=\"font-weight: 200;\">Why not explore how you can streamline your team&#8217;s workflow today?<\/span><\/p>\n<p>&nbsp;<\/p>\n"}]}]}],"hide_time_to_read":false,"disclaimer":"","cornerstone_hero_cta_override":{"label":"","url":""},"parse_from_google_doc":false,"show_contact_sales_button":"1","show_sidebar_sticky_banner":false,"custom_header_banner":false},"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.6 (Yoast SEO v26.6) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How To Build An Effective Sales Pipeline | monday.com Blog<\/title>\n<meta name=\"description\" content=\"Learn how a sales pipeline can help you boost your sales revenue, organize your sales team, and standardize your sales processes.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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