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How Slintel Fixed Its Pipeline Stagnation

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Editor’s note: (Slintel was acquired by 6sense in 2021. This post was published on Slintel’s website before the acquisition.)


In sales, maintaining a healthy and robust sales pipeline is crucial for steady revenue generation. And for that to happen, you must ensure your sales pipeline never goes stagnant. 

Here’s how Slintel’s sales team worked on building processes to avoid pipeline and growth stagnation.

Pipeline Problems and How We Fixed Them

Let’s look at various stages, our problems, and how we went about fixing them. 

Stage1: From Form-Fill to Discovery Call

At Slintel, we quickly recognized that response time and the number of meetings scheduled are inversely related. After analyzing our past data, we found that the majority of meetings get booked when “time to attack” (response time) is less than two minutes after a prospect completes a website form-fill. 

Waiting more than five minutes to respond was usually a death knell for conversion. 

To address this, we capped the time to respond at two minutes and assigned a target of not more than 100 to 150 form-fills to each Business Development Representative (BDR). 

When leads came in through our on-site chat, it was a different ballgame. We found our BDRs must respond within three to seven seconds to capture the lead, or risk losing them.

Stage 2: Discovery Call Scheduled to Discovery Call Attended

When it came to leads that have been scheduled for a discovery call, we found that 75% of them made it through without any issues. 

However, we identified 25% of leads that needed extra hand-holding to push them further down the pipeline. We do this by making sure they accept the meeting invitation and then sending appropriate reminders.

Stage 3: Discovery Call Attended to Demo Scheduled

A small percentage of leads were reluctant to schedule a demo while our Account Executives were on a discovery call with them. 

A well-drafted outreach that outlines the prospect’s pain points and how your product or solution will solve their problems always gets the job done for qualified prospects.

Stage 4: Demo Scheduled to Demo Attended

This is the most important stage where you are so close to your next win! Your AEs typically focus on pushing your lead towards closure in this phase. 

We found the best demos run on a tight schedule:

  1. Introduction to re-establish rapport
  2. Review of pain points
  3. Core demo, focusing on how the solution addresses their needs
  4. Next steps and decision-making 

Stage 5: Demo Completed to Revenue Generated

Until the contract is signed, we stay on high alert and follow these steps:

  • Create and send a personalized outreach acknowledging the successful demo.
  • Reiterate the pain relief the prospect will experience with this solution
  • Make sure the contract you sent across has the right details 
  • Ensure adequate hand-holding and connection

Through careful analysis and tweaking of our existing processes, we are able to make sure our leads have the best experience possible, leading to more deals and a robust sales pipeline.

So there you have it, this is how we addressed the issues with our pipeline stagnation. Let us know what are some of the issues you have faced and how you fixed them.

The 6sense Team

6sense helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team.

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