The first stage of the pipeline focuses on identifying and qualifying potential leads. This can be achieved through traditional or digital marketing strategies, public relations efforts, or manual research and sales outreach.

Now that you’ve identified your prospects, it’s time to build their trust.

You can nurture these leads through various strategies—such as lead magnets, drip campaigns, or even cold calls and emails. The key is choosing the approach that will resonate most with your target audience.

Lead qualification allows you to concentrate your sales efforts on the most promising prospects. A qualified lead meets specific criteria that suggest they are more likely to purchase from you.

For example, you might disqualify a lead if you discover they lack the budget for your product. This process is often quantified using a lead scoring system, which can be tracked in GlassHive.

After qualifying a prospect, the next step is to showcase what you can offer. This stage may include product demonstrations, sharing case studies or testimonials, and highlighting the advantages of your solution over competitors. The objective is to demonstrate the value of your offering and how it addresses the prospect’s specific needs.

The proposal stage of the sales process is where you present a tailored solution that meets the specific needs of your prospect. This is your opportunity to outline the value you bring, detail the benefits of your offering, and demonstrate how it directly addresses the challenges the prospect faces. A well-crafted proposal is clear, compelling, and focused on solving the client’s problems, setting the foundation for a successful partnership.

The closing process of a deal is the final and crucial step where all the efforts of the sales journey come together. At this stage, both parties finalize the terms, address any remaining concerns, and confirm the agreement. This process often involves reviewing contracts, securing commitments, and ensuring all details are in place for a smooth transition. The goal is to solidify the relationship, ensure mutual satisfaction, and set the stage for a successful partnership.

Client follow-up is a vital part of maintaining strong relationships and ensuring long-term success. After the initial deal is closed, regular follow-ups help to address any post-sale questions, provide additional support, and reinforce the value of your product or service. This ongoing communication builds trust, encourages customer loyalty, and opens opportunities for upselling or referrals. It's about showing your clients that you're committed to their success, not just closing a deal.

In GlassHive, contacts are organized in a way that is easy to view. You're able to move certain columns into a single screen view so you can see the important aspects you're measuring. This table view provides the contact status, score, position, company and so much more so you don't have to find this information in multiple places.

With this feature in GlassHive, your sales team can keep pace with where the conversation stands with different prospects. The journaling feature almost acts as a measuring stick in some ways. Each contact should have 7-12 touches. Journaling allows each salesperson to easily see how much effort they have put into this prospect based on certain actions. In addition to keeping a log of what actions are taken for an individual salesperson, it also allows the rest of your sales team to know what's going on. If multiple salespeople are communicating with one person, each communication is recorded with notes about the interaction so everyone is on the same page.

This feature can be valuable in the follow-up stage of the sales process because another salesperson will know exactly what has previously been talked about.

GlassHive provides a score for each contact. The score is established based on the actions the prospect takes. For example, if an email is sent out and the prospect clicks on a link, that's "one point." But if they fill out a form, that is "five points." This helps your sales team determine which prospects are interacting with content based on a numerical basis.

This feature helps with prospecting and assessment.

This feature allows your sales team to cater certain content to certain people. GlassHive offers templated journeys that are fully built out and determine which end users receive different types of content based on their actions, but your sales team is also able to build out their own based on their strategy. During each step of the journey, you're able to add notes to that step as well. Say a salesperson has a task to make a phone call. GlassHive offers a message section with notes about talking points about where they are in the journey, so they can confidently follow up.

This feature helps with the prospecting, qualifying, and assessment stages of the sales process.

Bulk actions allow you to complete mass actions on contacts such as separating them into certain lists based on the criteria you wish to have them meet. Those criteria could be their sales status, title, or even the date of the last contact activity. You can also send emails to a certain group of people based on whether they opened a previous email or not. This saves your sales team time by not having to manually follow up with each prospect one by one.

This feature helps with the prospecting and qualifying stages of the sales process.

Rather than writing an email from scratch, email templates save your team time by sending out a tailored message based on the action of the prospect. You're able to follow up with a template and easily edit the email if needed. This feature makes the follow-up process easier and more efficient.

This feature helps with the prospecting, qualifying, and sales pitch stages of the sales process.

With the collateral library, your sales team can supplement follow-up emails with value-based content such as blogs, whitepapers, or eBooks. This strategy allows your sales team to avoid being pushy or just trying to close a sale. By providing this helpful content, the prospect will be able to better connect with your brand and build a relationship with the salesperson beyond the sales process.

This feature helps with prospecting initial contacts, qualifying, assessment, and sales pitch or product/solution stages.

Think of GlassHive as the platform used at the top of the sales funnel. You're using the platform to communicate with leads, create brand awareness, and build a relationship with prospects. GlassHive is integrated with ConnectWise, AutoTask, Halo, and several other PSA's. This seamless integration allows GlassHive and your PSA to connect allowing the entire sales funnel from start to finish to be recorded.

This feature helps with the proposal stage of the sales process.

Your sales team can actively measure their performance based on real-time reports from GlassHive. Each salesperson can see how they're doing each month and how they are measuring up to top performers on the team. This transparency creates friendly competition between team members and gives insight into the strengths and weaknesses for each member of the team.