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How To Calculate Pipeline and HIRO Pipeline for your Facility Management Business
Manage episode 386773456 series 3304233
Contenido proporcionado por Javier Lozano, Jr. - Facility Management Marketing & Sales Expert, Javier Lozano, Jr. - Facility Management Marketing, and Sales Expert. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Javier Lozano, Jr. - Facility Management Marketing & Sales Expert, Javier Lozano, Jr. - Facility Management Marketing, and Sales Expert o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
CMO and marketing guru, Javier Lozano, Jr., takes you through the importance of calculating pipeline for a facility management company's marketing efforts.
He outlines the stages of leads, marketing qualified leads, sales qualified leads, and customers. And, how different tiers within each stage help classify the level of interest or engagement of potential clients. With the goal to optimize for sales rather than just generating leads.
Customization is key as different FM companies may have varying sales processes. However, Javier discusses the importance of calculating pipeline for facility management marketing, outlining three types of SQLs and emphasizing the alignment between sales and marketing teams to drive revenue.
He explains the process of converting leads to MQLs, SQLs, and customers, highlighting the significance of tracking conversion rates and future revenue projections.
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