Picture this: you’re driving a car excited to reach your destination. But suddenly, your car windshield gets all fogged up, and you can hardly see what’s ahead of you. You slow down, turn on the defrost, and wait for the fog to clear. Frustrated, you realize that this delay is going to set you back in reaching your destination.
Now, let’s apply this scenario to your business. Your sales pipeline is often like the windshield of your car. If it’s fogged up and you can’t see what’s ahead, you’ll struggle to reach your destination – that is, achieving sales success. Without visibility into your pipeline, you may miss out on important opportunities, lose leads, and ultimately fall short of your sales goals.
On the other hand, by having visibility into your sales pipeline, you can identify potential roadblocks, adjust your strategy, and keep your business moving toward success.
Just like you need to turn on the defrost to clear your windshield, businesses must have a pipeline management tool in place to maintain visibility into their sales pipeline.
In this article, we’d dive deep into the world of pipeline management and the 20 best pipeline management tools that can help you fix your leaky pipeline.
Understanding the Basics of Pipeline Management
Pipeline management is the process of overseeing and optimizing the various stages involved in a sales or business pipeline. The pipeline represents the different stages of the sales process, ranging from lead generation to deal closing and everything in between.
Successful pipeline management involves closely monitoring and nurturing leads as they progress through each stage of the pipeline. To achieve this, pipeline management requires constant attention, continuous monitoring, and optimization to maintain smooth and efficient pipeline operations.
The results?
Increased revenue growth.
The Ins and Outs of Pipeline Management
We are not the only ones saying this. A study by the Harvard Business Review found that there was an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t.
To make this happen, a business has to carry out five key steps involved in the process of pipeline management which are:
1. Lead generation
At this stage, businesses typically generate leads through various channels such as inbound marketing, social media, email marketing, and advertising.
2. Lead qualification
Once the leads are generated, they are screened to determine which leads are a good fit for the business.
3. Lead nurturing
Once the leads are qualified, the business begins the lead nurturing process, which involves providing relevant content, engaging with the prospects through email or chat, and scheduling demos or consultations.
4. Sales process
When the prospects are ready to move forward, the business moves them into the sales process. This involves presenting demos, sending proposals, and negotiating contracts.
5. Closing deals
Finally, the business closes the deals with the prospects who have agreed to become customers.
Pretty simple right? Yet, 63% of employees say that their companies do a bad job of managing their sales pipelines.
This is because they don’t deploy the right tools and processes in their organization. Well, we agree choosing the right tools can be tricky but we are here to help.
Causes of a Leaky Pipeline
You can’t treat the symptom without addressing the root cause. So, before we get to simplifying this tricky part for you, let us understand what makes a pipeline difficult to manage.
1. Lead quality & prioritization
One of the biggest causes of a leaky sales pipeline is a lack of focus on lead quality and prioritization. 61% of marketers say generating traffic and leads is their biggest challenge.
Besides, 50% of leads are qualified but not yet ready to buy, which means your sales teams might be spending too much time and resources on leads that are not ready to make a purchase while neglecting more promising leads that are further down the pipeline. As a result, sales teams may be swamped with low-quality leads that are unlikely to convert.
2. Pipeline visibility
Pipeline visibility is another common cause of a leaky sales pipeline. Poor visibility into the sales pipeline can lead to missed opportunities, inaccurate forecasting, and delays in the sales process.
This is critical to identifying bottlenecks and addressing issues that can slow down the sales process. To cement this statement, only 28.1% of forecasted deals actually closed, indicating that many sales organizations struggle with accurate forecasting due to poor pipeline visibility.
With real-time visibility into the pipeline, sales teams can identify deals that are stuck or at risk of stalling and take corrective action to move them forward.
Read: 5 Ways to Improve Your Pipeline Visibility
3. Pipeline movement
Pipeline movement, or the lack thereof, also leads to a leaky sales pipeline. Deals that are stalled or stuck at a particular stage of the pipeline can cause delays and prevent sales teams from moving on to the next opportunity.
This can lead to a longer sales cycle, lost opportunities as well as revenue. It is important for sales teams to have a clear understanding of the pipeline stages, and to monitor opportunities closely to ensure they are moving through the pipeline efficiently.
4. Data quality and visibility
Poor data quality, such as missing or inaccurate information, can cause delays, errors, and miscommunications between sales teams and prospects. Lack of visibility into the data can also lead to missed opportunities and inaccurate forecasting.
Bad data can cost a company up to 12% of its total revenue. It is important for sales teams to have a system in place to ensure data quality, such as regular data cleaning and validation, and to have visibility into the ‘right’ data to make informed decisions.
5. Data management
Sales teams often face challenges in managing and organizing large volumes of data, which can lead to inefficiencies, errors, and missed opportunities.
Poor data management practices, such as manual data entry, lack of automation, and inadequate storage and backup procedures, can also result in data loss, corruption, or inaccessibility. 74% of companies say CRM technology gives better access to customer data.
Now, that we know where the problem lies we are in a position to fix it with the right tools, Let’s get started.
Top 20 Pipeline Management Tools of 2023
We have curated a list of 20 high-quality pipeline management software that can aid businesses in streamlining their sales process and maximizing their sales pipeline. These tools have been selected based on various factors such as their features, user-friendliness, cost-effectiveness, and user feedback, among other considerations.
1.Nektar
As we have mentioned above about how the data in your CRM is extremely important for managing your pipeline right, Nektar fits right into the picture for just that.
Nektar is an AI for RevOps platform that helps revenue teams get a true view of their CRM data, allowing them to make data-driven decisions and optimize their sales process. Nektar can integrate with any existing GTM (Go-to-Market) tools, so sales teams can use it in conjunction with their current sales stack.
By leveraging AI-powered analytics, Nektar provides real-time insights into the sales pipeline, enabling sales teams to identify bottlenecks and opportunities for improvement. Nektar can also track deals and provides call transcription and analysis, so sales teams can get a better understanding of how to improve their pitch and close more deals.
The following are its salient features:
- Automated tracking of leads, deals, and pipeline metrics
- Collaborative forecasting and scenario planning
- Rules configuration
- Real-time notifications and alerts
- Historical data analysis and trend forecasting
- User-friendly interface with customizable dashboards
- Integration with popular CRM platforms
2. Salesforce Sales Cloud
Salesforce Sales Cloud is a customer relationship management (CRM) platform that allows businesses to manage their sales processes more efficiently. It provides tools for tracking leads, opportunities, and sales, as well as automating tasks such as email communication, scheduling, and forecasting.
The platform also provides real-time visibility into sales data, allowing teams to make more informed decisions and improve their sales performance.
The following are its salient features:
- Advanced lead tracking and management
- Customizable sales forecasting
- Mobile app for on-the-go sales
- Automated sales reporting
- Opportunity tracking with sales stages
- AI-powered sales insights
3. Hubspot Sales Hub
Hubspot Sales Hub is a sales automation software that helps businesses manage their sales pipeline, track their deals, and automate their sales processes.
It provides a clear view of the sales pipeline, allowing businesses to identify potential leads and track them through the sales funnel. By providing insights into the sales process, Hubspot Sales Hub enables businesses to optimize their sales strategy.
The following are its salient features:
- Email tracking and templates
- Built-in calling and recordings
- Customizable sales pipelines
- Meeting scheduling feature
- Sales analytics and reporting
- Contact and company insights
4. Pipedrive
Pipedrive is a customer relationship management (CRM) tool that helps manage sales pipelines efficiently. It provides a visual representation of the pipeline, enabling teams to track and manage deals effectively.
The platform helps streamline sales processes by automating repetitive tasks, allowing sales teams to focus on closing deals. It also provides insights to managers for making data-backed decisions.
The following are its salient features:
- Customizable sales pipelines
- Deal progress tracking
- Automatic data entry from emails and calls
- Sales forecasting and reporting
- Mobile app for on-the-go sales
- Collaboration tools for sales teams
- Lead scoring and segmentation
5. Freshsales
Freshsales is a CRM software that helps businesses manage their sales pipeline by providing tools to track leads, contacts, deals, and sales activities. Its intuitive interface and powerful features make it easy to manage and prioritize leads, engage with customers, and track progress in real-time.
Freshsales helps businesses streamline their sales processes and close deals faster by automating tasks, generating reports, and providing actionable insights.
The following are its salient features:
- Automated lead scoring and routing
- Customizable sales pipelines
- Advanced analytics and reporting
- AI-powered sales insights
- Mobile app for on-the-go sales
- Built-in phone and email integration
- Customizable dashboards and reports
6. Zoho CRM
Zoho CRM is a comprehensive customer relationship management software that helps businesses manage their sales pipeline by providing tools to track leads, contacts, deals, and sales activities.
The flexible features help to tailor the system to meet specific business needs. Zoho CRM helps businesses improve customer engagement by providing a 360-degree view of customer interactions, automating workflows, and providing analytics for enhancing performance.
The following are its salient features:
- Workflow automation
- Sales forecasting
- Document Library
- Inventory management
- Sales gamification
- Territory management
- Advanced analytics
7. Copper CRM
Copper is a CRM software designed specifically for G Suite users that helps businesses manage their sales pipeline by providing tools to track leads, contacts, and deals. Its seamless integration with G Suite makes it easy to manage and prioritize leads, engage with customers, and track progress in real-time.
Copper helps businesses save time and streamline their sales processes by automating tasks, generating reports, and providing actionable insight.
The following are its salient features:
- Lead and opportunity management
- Customizable pipelines
- Automated data capture
- Collaboration features
- Sales reporting and analytics
- Mobile app integration
- Email automation
8. Zendesk Sell
Zendesk Sell is a sales CRM platform that helps businesses manage their sales pipeline by providing insights on customer behavior, and automated data collection. This helps businesses to make informed decisions about how to manage their pipeline, improve forecasting, and optimize their sales processes.
With Zendesk Sell, businesses can also monitor team performance, track deals, and collaborate with team members, allowing for better communication.
The following are its salient features:
- Deal tracking and management
- Sales reporting & forecasting
- Email and calling integration
- Pipeline visualization
- Sales automation
- Lead scoring and prioritization
- Advanced analytics
9. amoCRM
amoCRM is a sales management platform that provides a user-friendly interface for tracking and managing leads, automating tasks, and managing customer interactions. This helps businesses to streamline their sales processes, identify growth opportunities, and make data-driven decisions about their pipeline.
amoCRM offers a mobile app, enabling businesses to manage their pipeline on the go and allowing them to be more responsive to their customers’ needs.
The following are its salient features:
- Contact and lead management
- Sales automation
- Pipeline customization
- Email tracking and automation
- Customer segmentation
- Real-time sales analytics
- Team collaboration features
10. Nutshell
Nutshell is a customer relationship management software that provides features such as lead tracking, deal management, and email integration. This helps businesses to manage their pipeline, prioritize tasks, and improve their customer engagement and experience.
The platform offers robust reporting and analytics features, allowing businesses to gain insights into their pipeline performance and make data-driven decisions.
The following are its salient features:
- Sales automation
- Contact and lead management
- Customizable pipeline views
- Sales forecasting
- Reporting and analytics
- Integrations with other tools
- Activity tracking and reminders
11. EngageBay
Engagebay is a comprehensive CRM and marketing automation platform that helps businesses manage their pipeline through features such as lead tracking, email marketing, and task automation. This helps businesses to streamline their sales processes, improve their lead management, and engage with customers more effectively.
Engagebay offers a free plan for startups and small businesses, making it an affordable solution for businesses looking to manage their pipeline without breaking the bank.
The following are its salient features:
- Lead and contact management
- Sales & marketing automation
- Customer service features
- Team collaboration features
- Advanced reporting and analytics
- Customizable pipelines & workflows
12. Insightly
Insightly is a CRM platform that provides features for managing contacts, leads, and deals. It also offers automation tools, project management, and workflow automation, which help businesses to streamline their pipeline, track progress, and automate repetitive tasks.
Insightly also includes a built-in email marketing tool that enables businesses to create and send targeted campaigns, further improving their ability to manage their pipeline and engage with customers.
The following are its salient features:
- Lead and contact management
- Customizable pipelines and stages
- Relationship linking
- Automated task management
- Integration with other tools
- Reporting and analytics
- Mobile app integration
13. Keap
Keap is a sales & marketing automation platform that helps businesses manage their pipeline by providing features such as lead tracking, automated follow-ups, and customer relationship management. Its all-in-one interface and automation tools help businesses to prioritize tasks and increase productivity.
Keap offers customizable sales and marketing automation workflows, allowing businesses to create unique processes that fit their specific needs and goals.
The following are its salient features:
- Sales & marketing automation
- Lead scoring
- Appointment scheduling
- Contact management
- Mobile app
- Reporting and analytics
14. Apptivo
Apptivo is a cloud-based CRM platform that provides features for managing leads, contacts, and deals. It also offers project management tools, invoicing, and helpdesk software, which help businesses to streamline their pipeline, manage customer relationships, and automate workflows.
The platform is highly customizable and offers a range of modules and apps that businesses can use to tailor their pipeline management to their unique requirements.
The following are its salient features:
- Customizable dashboards
- Multi-channel communication
- Sales automation
- Project management
- Inventory management
- Time tracking
- Invoicing and billing
15. Agile CRM
Agile CRM is a sales and marketing automation platform that provides features such as lead management, deal tracking, and marketing automation. It also offers customer service tools and integrations with popular apps, allowing businesses to manage their pipeline more effectively and provide an excellent customer experience.
Agile CRM offers a free plan with essential features, making it an excellent option for small businesses looking for an affordable solution to manage their pipeline.
The following are its salient features:
- Contact management
- Deal tracking
- Appointment scheduling
- Email campaigns
- Marketing automation
- Helpdesk and ticketing
- Mobile app
16. Capsule CRM
Capsule CRM is a user-friendly CRM platform that offers features such as contact management, sales tracking, and opportunity management along with task management tools. The platform also offers a range of add-ons and integration making it easier for businesses to manage their pipeline and improve their sales processes as per their unique needs.
The following are its salient features:
- Contact management
- Sales pipeline tracking & forecasting
- Task management
- Email integration
- Custom fields and tags
- Reporting and analytics
17. Salesflare
Salesflare is a sales CRM platform that provides features such as lead tracking, sales automation, and email integration. It also offers automatic data capture and a user-friendly interface, allowing businesses to manage their pipeline more efficiently and focus on selling.
Salesflare’s AI-powered CRM platform automates data entry and updates, making it easier for businesses to manage their pipeline without manual data entry.
The following are its salient features:
- Automated data entry
- Sales pipeline management
- Lead scoring
- Email automation
- Web tracking
- Contact management
- Collaboration features
18. Salesmate
Salesmate is a sales CRM platform that provides features such as lead management, deal tracking, and sales automation. It also offers integrations with popular apps and a mobile app, enabling businesses to manage their pipeline on the go and stay connected with customers.
The platform offers a built-in phone system, enabling businesses to make and receive calls directly from the platform, further streamlining their pipeline management and improving customer engagement.
The following are its salient features:
- Contact management
- Deal tracking
- Sales automation
- Email integration
- Reporting and analytics
- Mobile app for on-the-go sales
- Custom fields and tags
19. SugarCRM
SugarCRM is a CRM platform that provides features such as lead management, sales automation, and customer service. It also offers customization options and integrations with popular apps, allowing businesses to manage their pipeline more effectively and improve their customer relationships. Its flexible pricing model makes it an excellent option for businesses of all sizes.
The following are its salient features:
- Customizable dashboards
- Advanced workflow automation
- AI-powered insights &recommendations
- Multi-channel marketing automation
- Collaboration and team selling
- Mobile app for on-the-go access
20. Close
Close is a sales CRM platform that offers features such as lead management, deal tracking, and sales automation. It also offers a built-in calling system to close deals faster.
The platform offers a range of automation tools, including automatic lead routing and follow-up reminders, helping businesses to manage their pipeline more efficiently and prioritize their sales activities. It also offers a mobile app, enabling sales reps to manage their pipeline on the go.
The following are its salient features:
- Two-way email sync
- Call and SMS automation
- Sales pipeline visualization
- Reporting and analytics
- Built-in Power Dialer
- Integrations with 50+ tools
There you have it! Top 20 pipeline management software carefully handpicked to help manage your pipeline like a PRO.
Choose the Right Pipeline Management Tool
As Peter Drucker, the management guru said, “What gets measured gets managed.”
Using the right tools for tracking and investigating every stage of the sales pipeline, businesses can figure out areas for improvement, make data-backed decisions, and ultimately make their bottom line healthier.
But pipeline management is about more than just tools and technology. It’s about building relationships with your customers, understanding their pain points, and providing them with the solutions they need. it’s about being empathetic, responsive, and genuinely invested in their success.
As we end this article, we want you to make sure you keep your pipeline leak-proof, your relationships strong, and your eye on the prize (revenue). With the right tools and the right mindset, you can achieve your sales quota and build a business that lasts.
If you’re looking to drive your pipeline toward success, it’s important to have the right contacts in your CRM. To learn more about how Nektar can help with this, speak to one of our experts today.
