A custom sales pipeline for an industrial manufacturer.
An industrial client needed to organize its commercial area. We replaced spreadsheets and a rigid CRM with a tool built to their measure.
Main view · Sales pipeline
1. Prospect
2. Discovery
3. Qualify
4. Value
5. Proof
6. Propose
7. Negot.
8. Close
Problem
A sales process that didn't fit the CRM
The sales team managed complex opportunities in spreadsheets alongside the generic CRM. There was no visibility for management, no clear qualification criteria and each salesperson reported differently.
Solution
A pipeline shaped to their way of selling
We designed a tool with them (metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion, competition). Every opportunity advances only when it meets the stage gates. The tool teaches the process, implements the methodology, helping the sales team in their work.
What we delivered
We delivered a complete sales process tool
◆ 8-stage pipeline with stage gates
◆ Green/amber/red traffic light per criterion
◆ Role-based access (sales, management, CFO, ops)
◆ Weighted forecast by stage and probability
◆ Executive dashboard with sales KPIs
◆ Change history and traceability
◆ Stagnation notifications and alerts
Result
Shared visibility
Sales and the CFO see the same thing in one click. Sales reporting is simplified. Salespeople spend more time selling and less time reporting. And above all: the tool fits how this client works, not the other way around.