Pipeline Management campaigns tend to occur after Branch has been working with a client for a few months. The creation of lots of new sales opportunities is clearly desirable but at a certain point the existing sales team begins to hit bandwidth issues. All of the administration that goes along with shepherding a sales opportunity from initial interest to closed contract (sending requirements documentation, confirming receipt of proposals, scheduling follow up calls and meetings etc) is demanding.
Branch’s Pipeline Managers work with our clients’ field sales team to alleviate the strain, freeing up more time for the salesperson to be directly interacting with potential clients. Our Pipeline Managers become integral to our clients’ sales processes, keeping opportunities warm and moving forward. We have had such success with one client that one of our Pipeline Managers is currently in New York managing the new Wall Street office for a client.
On average a Pipeline Manager would be supporting between thirty and fifty sales opportunities at any one time.