In our discussion on an introduction to sales pipeline management, I mentioned that customer relationship management (CRM) tools are fundamental for the effective management of any company’s sales pipeline. Knowing that a sales pipeline gives you an ultra-clear view of your current sales situation, you need tools to manage it effectively. And when it comes to building your sales pipeline, you have a variety of tools at your disposal. 

By the end of this article, you'll be armed with the knowledge to choose the right CRM that fits your team like a perfectly tailored suit. Also, you will understand how a sales pipeline CRM helps accelerate sales in your company. Plus, you'll uncover the secret sauce for maximizing your sales potential using a pipeline CRM.

What is a sales pipeline CRM? 

A sales pipeline CRM is specialized software that helps businesses manage and track their sales process from start to finish. It serves as a centralized system for organizing and monitoring leads and customers throughout the sales journey. This CRM tool allows you to create and customize your pipeline, defining the specific stages that align with your sales process.

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For instance, let's say your pipeline consists of stages like "prospecting," "qualification," "proposal," and "closing." The CRM enables you to input leads and move them through each stage as they progress in the sales cycle. The sales pipeline CRM not only keeps your leads organized but also provides valuable insights and metrics. It allows you to store and access essential information about each lead, including their contact details, communication history, and current status within the pipeline.

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Additionally, a sales pipeline CRM helps you forecast sales, analyze sales team performance, and identify areas for improvement. It provides a visual representation of your sales pipeline. Allowing you to quickly assess the number of deals at each stage and take the necessary actions to move them forward.

How does a sales pipeline CRM help accelerate sales?

A sales pipeline CRM is a game-changer when it comes to accelerating sales. First, by providing a centralized hub for all customer information, making it easy to access and update crucial details. This streamlined approach saves valuable time and eliminates the hassle of searching through scattered data. Moreover, the CRM offers valuable insights and analytics, enabling data-driven decision-making. By analyzing conversion rates, identifying patterns, and forecasting sales, you can make informed choices that optimize your sales strategy. 

The CRM also facilitates collaboration and communication among team members. Ensuring everyone is on the same page and working towards common goals. With improved lead management, efficient workflows, and data-backed decision-making, a sales pipeline CRM is the key to accelerating sales and achieving business success.

Here are 5 CRM tools that can help you effectively manage your sales pipeline 

There are plenty of options available when picking a CRM for managing your company’s sales pipeline. The pros and cons of each CRM vary. And many are tailored to particular kinds of sales teams.

To help you find the best CRM for each type of sales team, we examined 5 different types of sales teams in this article:

Salesforce – best for enterprise companies

Salesforce is the bigwig in the CRM world and for good reasons. It offers a robust suite of features and customization options tailored for large-scale enterprises. With Salesforce, you get unparalleled scalability, extensive integrations, and advanced analytics. 

Price: For Sales Cloud, it ranges from $25 to $300 per user, each month. (Other modules

 with different prices including those for analytics, enablement, marketing, and customer service. The high price tag and steeper learning curve make it better suited for companies with sizable budgets and dedicated IT resources.

Key Features

• Lead management and tracking
• Contact and account management
• Sales forecasting and analytics
• Email integration and automation
• Workflow automation

Zendesk Sell –best for mid-market companies 

Zendesk Sell caters to mid-sized companies seeking a CRM solution that strikes a balance between functionality and affordability. It offers an intuitive interface, solid sales automation features, and seamless integration with other Zendesk products. Zendesk Sell is known for its user-friendly experience, making it a great choice for companies that want a quick implementation and adoption process. Zendesk Sell's key characteristic is communication.

As it enables sales, marketing, and support to collaborate and sell more effectively with seamless communication and simple hand-offs that provide full context. With its email automation and tracking capabilities, sales representatives can easily engage with leads and nurture customer relationships throughout the pipeline. However, it may lack some of the advanced customization options and scalability of enterprise-focused CRMs.

‍Price: each user pays between $19 and $199 per month

‍Spotio – best for field sales

If you have a field sales team, Spotio is the go-to choice. This CRM tool is specifically designed to meet the needs of sales reps on the move. It provides powerful geolocation features, allowing reps to map out territories, plan routes, and track their progress in real-time. Spotio's intuitive mobile app makes it a breeze to capture leads and manage appointments on the go. On the flip side, Spotio’s capabilities might be limited compared to other CRMs, and it may not be the ideal fit for companies with predominantly office-based sales teams.

Price: Spotio costs between $39 and $129 per user every month.

‍Key Features

• Territory management
• Lead tracking and mapping
• Route planning and optimization
• Sales activity tracking
• Team collaboration and communication
• Real-time data synchronization

Close CRM - best for small and medium-sized businesses (SMBs)

Close CRM is tailor-made for SMBs and startups that want a powerful yet user-friendly CRM to manage their sales pipeline. It offers a streamlined and intuitive interface, efficient sales automation features, and robust reporting and analytics capabilities. Close CRM stands out for its focus on sales communication, with built-in calling and email automation features. It's a great choice for companies that value simplicity, collaboration, and scalability. However, some users may find that certain integrations and customization options are limited compared to more enterprise-centric solutions.

Price: It's between $35 and $145 per user per month.

‍Key Features

• Email automation and tracking
• Activity tracking and reporting
• Call management and recording
• Sales forecasting
• Integration with other tools and platforms.

Britiz24 – best for solopreneurs and freelancers

Bitrix24 is a fantastic CRM option for solopreneurs and freelancers looking to manage their sales activities effectively. It offers a free tier with robust features, including contact management, task tracking, and communication tools. Bitrix24 also provides social collaboration features, making it easy to engage with clients and collaborate with remote teams. The free tier has limitations, and as your business grows, you may need to upgrade to a paid plan to unlock more advanced functionalities.

‍Price: Free or more extensive plans cost between $19 and $159 per month.

‍Key Features

• Contact and lead management
• Deal tracking and management
• Task and activity tracking
• Customizable sales pipelines
• Email integration
• Reporting and analytics

How to accelerate sales using a pipeline CRM successfully

Every company desires to increase sales. But this requires optimizing your pipeline. To accomplish this, you must utilize your CRM to the best extent possible.

These are some of the best methods for achieving this:

1. Have an understanding of pipeline value at various levels: Say your sales pipeline is a treasure map with different levels of value. Just like a savvy treasure hunter who knows the worth of each clue or landmark, you should have a clear understanding of the value of deals at each stage in your pipeline. This knowledge allows you to prioritize your efforts and focus on the deals that have the highest potential to bring in revenue. 

2. Look at the areas where reps are performing well: By analyzing your pipeline CRM data, you can identify the areas where your reps are lacking. Once you know their strengths, you can leverage them by sharing best practices and providing targeted coaching to help other reps improve. This way, you'll create a superstar team that consistently delivers outstanding results.

3. Put the proper deals first: In your pipeline CRM, prioritize the deals that are most likely to convert and have a higher value. These are the opportunities that are ready to move forward in the sales process. By focusing your time and energy on these deals, you'll increase your chances of closing them successfully. 

4. Reps should be trained regularly: Sales are like a never-ending game, and your reps are the players on your team. Just like professional athletes who train regularly to stay at the top of their game, your reps need ongoing training to sharpen their skills and adapt to new techniques and trends. Use your pipeline CRM to identify areas where reps might be struggling or where improvements can be made. Then, provide regular training sessions, role-playing exercises, or access to resources that can help them enhance their sales abilities. 

Remember…

You'll need the correct pipeline CRM to create a pipeline that is tailored to your requirements, full of pertinent data, and simple to update. You'll notice higher adoption, clearer reporting, and less data entry when your pipeline is supported by a CRM that works for your company. The best part is that when you use your CRM properly, your team will increase sales productivity and accelerate to meet goals.

Related articles;

How to Build a Sales Pipeline

Sales Pipeline Analysis Using Four Key Metrics

10 Best CRM Tools for Startups and Small Businesses

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