How to Find More Leads on Your Website


Many businesses forget to address the Lead and MQL stages. Most of the attention is placed on those contacts who have let you know that they are ready to make a purchase.

According to our partner Hubspot, there are 5 basic steps to building a sales pipeline:

  1. Define the stages of your sales cycle.

  2. Identify how many opportunities typically continue to the next stage.

  3. Work backward to calculate the number of opportunities you need at every stage to hit your revenue goals.

  4. Pinpoint the common characteristics of opportunities that convert for every stage -- both actions the rep takes (like sending a follow-up email) and prospect responses (agreeing to a demo).

  5. Create a sales process or adapt your existing one around these actions and numbers.