John Lincoln (MBA) is CEO of Ignite Visibility (a 2017, 2018, 2019 and 2020 Inc. 5000 company) a highly sought-after digital marketing strategist, industry speaker and author of two books, "The Forecaster Method" and "Digital Influencer." Over the course of his career, Lincoln has worked with over 1,000 online businesses ranging from small startups to amazing clients such as Office Depot, Tony Robbins, Morgan Stanley, Fox, USA Today, COX and The Knot World Wide. John Lincoln is the editor of the Ignite Visibility blog. While he is a contributor, he does not write all of the articles and in many cases he is supported to ensure timely content.

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“Time is money for a rep,” said Tony Rodoni, Salesforce EVP, Commercial Sales, and Market Readiness. “You need to know the most important thing to do right now, and what to do next. If you’re not clear on which opportunities are accurate, you’re relying on your memory to know which ones need work. As you take on a bigger book of business, with more opportunities, quarter after quarter, relying on your own memory means mistakes and wasted time.”
Sales rep success and skills shortage. A good sales pipeline also provides insight into which of your salespeople closes the most sales, has the highest ticket values, and needs more help and training to hit their quota. With this information, you can provide them with the assistance they need to improve their performance and get their sales numbers on track.  

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Data insights are again the key to funnel optimization. Three other data-driven technologies follow analytics and sales reporting as the most popular sales tools: account and contact management (65%), sales forecasting tools (56%), and customer relationship management (CRM) systems (58%). The latter is a particularly crucial tool for optimization, enabling your business to organize all customer-related data in a central location.
For some businesses, sales come naturally. Leads can arrive from various marketing campaigns or existing client referrals. Through a number of conversations, those prospects may later convert into paying customers. Among many small and midsize organizations, though, the sales process can be haphazard and unstructured. As a result, sales can be unpredictable.

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However, video conferencing and other apps offer an opportunity to engage prospects at a time and place that suits them. In fact, 60% of sales reps say they spend more time selling virtually than they did in 2015, according to the third edition of Salesforce’s global “State of Sales” study. Meanwhile, 52% of sales reps say they spend the same amount of time or less meeting with customers in person.


Sales rep success and skills shortage. A good sales pipeline also provides insight into which of your salespeople closes the most sales, has the highest ticket values, and needs more help and training to hit their quota. With this information, you can provide them with the assistance they need to improve their performance and get their sales numbers on track. 

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