{"id":56577,"date":"2019-02-28T11:34:04","date_gmt":"2019-02-28T09:34:04","guid":{"rendered":"https:\/\/blog.salesflare.com\/sales-pipeline-management"},"modified":"2024-07-04T14:43:44","modified_gmt":"2024-07-04T12:43:44","slug":"sales-pipeline-management-pro","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/pt\/gerenciamento-de-pipeline-de-vendas-pro","title":{"rendered":"Como fazer o gerenciamento do pipeline de vendas como um profissional"},"content":{"rendered":"<h1>Como fazer o gerenciamento do pipeline de vendas como um profissional<\/h1>\n<h2 class=\"h2-subheader\"><strong>Masterclass sobre pipeline de vendas: Sexta parte<\/strong><\/h2>\n<figure class=\"image regular\"><img decoding=\"async\" src=\"https:\/\/images.storychief.com\/account_481\/unsplash-image_22c44c0db069e7031a367326fc01c2e0_800.jpg\" alt=\"Fotografia de paisagem de uma colina marrom sob um c\u00e9u azul, vista atrav\u00e9s da abertura de um pipeline de vendas metaf\u00f3rico\"><figcaption>Fot\u00f3grafo: <a href=\"https:\/\/unsplash.com\/@drewsal\" target=\"_blank\" rel=\"noopener noreferrer\">Drew Sal<\/a> | Fonte: <a href=\"https:\/\/unsplash.com\/\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"translation-block\">Unsplash<\/a><\/figcaption><\/figure>\n<p class=\"translation-block\">Voc\u00ea est\u00e1 gerando mais leads B2B, qualificando-os ativamente e marcando <u><a href=\"https:\/\/blog.salesflare.com\/pt\/reunioes-de-vendas\">reuni\u00f5es de vendas<\/a><\/u> com clientes potenciais. Mas como garantir que voc\u00ea n\u00e3o est\u00e1 perdendo nenhum dado importante durante o processo de vendas e que est\u00e1 acompanhando o progresso feito com cada cliente potencial? \u00c9 a\u00ed que entra o gerenciamento do pipeline de vendas.<\/p>\n<blockquote><p><em class=\"translation-block\">Esta postagem \u00e9 a Parte Seis de uma nova <a href=\"https:\/\/salesflare.com\/pt-br\/masterclasses\/sales-pipeline\">s\u00e9rie de Masterclass sobre como criar seu pipeline de vendas<\/a>. Criar um forte <a href=\"https:\/\/blog.salesflare.com\/pt\/pipeline-de-vendas\">propaganda de vendas<\/a> \u00e9 a chave #1 para o sucesso das vendas. \u00c9 por isso que criamos este guia passo a passo indispens\u00e1vel, para ensin\u00e1-lo a criar seu pipeline da maneira correta. <\/em><\/p><\/blockquote>\n<p><em>- Jeroen Corthout, cofundador <u><a href=\"https:\/\/salesflare.com\/pt-br\">Salesflare<\/a><\/u><\/em>, <em class=\"translation-block\">um CRM de vendas f\u00e1cil de usar para pequenas empresas B2B<\/em><\/p>\n<p class=\"translation-block\">Nesta sexta parte da s\u00e9rie, vamos orient\u00e1-lo sobre como <a href=\"https:\/\/blog.salesflare.com\/pt\/melhor-software-de-gerenciamento-de-leads\">gerenciar efetivamente seu pipeline<\/a> sem se afogar em um mar de leads de vendas.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"fb3ti\">Cinco etapas para melhorar o gerenciamento do pipeline de vendas<\/h2>\n<h3 id=\"3189i\"><strong>1. Visualize seu pipeline de oportunidades <\/strong><\/h3>\n<p class=\"translation-block\">\u00c9 importante ter uma vis\u00e3o geral do seu <a href=\"https:\/\/blog.salesflare.com\/pt\/pipeline-de-vendas\">produto de vendas<\/a> se voc\u00ea quiser otimizar seus recursos. Uma visualiza\u00e7\u00e3o clara o colocar\u00e1 no controle de suas oportunidades, permitindo que voc\u00ea trabalhe de forma focada, etapa por etapa.<\/p>\n<p class=\"translation-block\">Ele tamb\u00e9m ajuda a identificar rapidamente oportunidades de alta qualidade, indicando onde voc\u00ea deve se esfor\u00e7ar mais para fechar um neg\u00f3cio.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/1-Pipeline_779ad0807ef9525948b3d69186dbb375.gif\" alt=\"Ferramenta de gerenciamento de pipeline de vendas visualizada e automatizada do Salesflare\"><figcaption class=\"translation-block\">Tela de gerenciamento visual do pipeline de vendas do Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">Comece organizando seu <a href=\"https:\/\/blog.salesflare.com\/pt\/pipeline-de-vendas\" target=\"_blank\" rel=\"noopener noreferrer\">pipeline de vendas<\/a> de acordo com os seguintes est\u00e1gios do processo de vendas:<\/p>\n<ul>\n<li class=\"translation-block\">Leads (a primeira vez que algu\u00e9m aparece em seu radar)<\/li>\n<li class=\"translation-block\">Contatado (a primeira vez que voc\u00ea entra em contato e faz um contato real)<\/li>\n<li class=\"translation-block\">Qualifica\u00e7\u00e3o (\u00e9 aqui que voc\u00ea determina se o lead \u00e9 adequado para a sua empresa ou n\u00e3o)<\/li>\n<li class=\"translation-block\">Proposta feita (para quem voc\u00ea fez uma oferta formal)<\/li>\n<li class=\"translation-block\">Ganho\/Perda (neg\u00f3cios que voc\u00ea ganhou e neg\u00f3cios que perdeu)<\/li>\n<\/ul>\n<p class=\"translation-block\">Para melhorar ainda mais, voc\u00ea pode adicionar est\u00e1gios personalizados para classificar os clientes potenciais que n\u00e3o pertencem ao pipeline ativo.<\/p>\n<p class=\"translation-block\">Por exemplo, se um cliente potencial mencionar que precisar\u00e1 da sua solu\u00e7\u00e3o em seis meses, classifique-o como \"geladeira\". Da mesma forma, se voc\u00ea perceber que um cliente potencial ultrapassou seu ciclo m\u00e9dio de vendas, classifique-o como \"bloqueado\".<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"8ar88\"><strong>2. Concentre-se na pr\u00f3xima etapa e mantenha o controle das tarefas <\/strong><\/h3>\n<p class=\"translation-block\">Depois de identificar suas oportunidades de baixa, m\u00e9dia e alta qualidade, voc\u00ea precisa <u><a href=\"https:\/\/salesflare.com\/pt-br\/feature2.html\">se concentrar em alinhar as pr\u00f3ximas etapas<\/a><\/u> para cada uma delas. Seja acompanhando-os por e-mail ou simplesmente entrando em contato com eles por telefone para agendar uma reuni\u00e3o de vendas, voc\u00ea precisa manter o prospecto em mente e alinhar tudo o que for necess\u00e1rio para que ele avance no pipeline.<\/p>\n<p class=\"translation-block\">Agora, \u00e0 medida que seu pipeline cresce, isso pode se tornar dif\u00edcil. Muitas equipes de vendas acabam perdendo oportunidades simplesmente porque perderam um<a href=\"https:\/\/blog.salesflare.com\/pt\/acompanhamento-de-chamadas-de-vendas\"> acompanhamento <\/a>ou porque n\u00e3o foi oportuno.<\/p>\n<p class=\"translation-block\">Use um CRM f\u00e1cil de usar para melhorar o gerenciamento do pipeline de vendas. Crie tarefas que precisam ser focadas em seguida para cada cliente potencial com base em intera\u00e7\u00f5es anteriores. O CRM tamb\u00e9m o ajudar\u00e1 a ter acesso f\u00e1cil aos dados de que precisar\u00e1 quando chegar a hora de realizar essas a\u00e7\u00f5es.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/images.storychief.com\/account_481\/image1_3813aa673680da4489ce3ac4ea3d4c89_1000.png\" alt=\"Uma captura de tela da tela de vis\u00e3o geral de tarefas do Salesflare para ajudar no gerenciamento do pipeline de vendas\"><figcaption class=\"translation-block\">Tela de vis\u00e3o geral de tarefas do Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"2d3h7\"><strong>3. Automatize seu tesouro de informa\u00e7\u00f5es de CRM<\/strong><\/h3>\n<p class=\"translation-block\">Obtenha um CRM que extraia automaticamente todos os dados necess\u00e1rios de diferentes plataformas digitais, como e-mail, m\u00eddia social, site, calend\u00e1rio e telefone. Dessa forma, voc\u00ea n\u00e3o precisar\u00e1 passar horas intermin\u00e1veis inserindo tudo em seu CRM para manter seu pipeline atualizado e poder\u00e1 se concentrar em passar tempo com seus clientes potenciais.<\/p>\n<p class=\"translation-block\">Um CRM automatizado como o Salesflare pode importar assinaturas de e-mail para coletar informa\u00e7\u00f5es de contato, perfis sociais e dados relacionados, mostrando todas as intera\u00e7\u00f5es que voc\u00ea teve at\u00e9 o momento com um cliente potencial.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/3-AddressBook_ccc9b3c38255e15a8cf8415f6abf18cd.gif\" alt=\"Uma captura de tela da entrada de dados automatizada do Salesflare\"><figcaption class=\"translation-block\">Entrada de dados automatizada do Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">O f\u00e1cil acesso a todos os dados tamb\u00e9m ajuda a monitorar o grau de interesse de um cliente potencial, os contatos que sua equipe estabeleceu em uma empresa e muito mais.<\/p>\n<p class=\"translation-block\">Com todos os dados automatizados e em vigor, voc\u00ea tamb\u00e9m pode <a href=\"https:\/\/blog.salesflare.com\/pt\/the-subtle-art-of-following-up-with-automation-67cc1f509c1c\">automatizar alguns de seus e-mails de rotina<\/a> para os clientes potenciais quando eles atingirem um determinado est\u00e1gio no pipeline.<\/p>\n<p><a href=\"https:\/\/blog.salesflare.com\/pt\/automacao-de-vendas-saas-no-growth-hacking-de-sua-empresa-2\" class=\"translation-block\">Automa\u00e7\u00e3o em cima de automa\u00e7\u00e3o<\/a> far\u00e1 com que voc\u00ea ganhe mais neg\u00f3cios em pouco tempo!<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"aqlab\"><strong>4. Fazer algumas an\u00e1lises de n\u00fameros<\/strong><\/h3>\n<p class=\"translation-block\">Depois de ter seu <a href=\"https:\/\/blog.salesflare.com\/pt\/melhor-software-de-controle-de-vendas\">processo de vendas rastreado em um CRM<\/a>, \u00e9 hora de analisar os n\u00fameros. Isso inclui examinar sua <a href=\"https:\/\/blog.salesflare.com\/pt\/lista-de-leads\">lista de leads<\/a> para identificar quantos leads s\u00e3o quentes, mornos e frios, o ciclo m\u00e9dio de vendas que seu pipeline est\u00e1 experimentando, como isso est\u00e1 afetando suas metas de neg\u00f3cios e o n\u00famero real de neg\u00f3cios que voc\u00ea est\u00e1 fechando.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/5-Insights_a7f7657b59eac0c13a231eacb44fb435.gif\" alt=\"Uma captura de tela do painel Insights do Salesflare\"><figcaption class=\"translation-block\">Painel de ideias do Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">Mas, al\u00e9m do que foi mencionado acima, observe tamb\u00e9m o desempenho do seu alcance e dos acompanhamentos. <a href=\"https:\/\/blog.salesflare.com\/pt\/melhores-rastreadores-de-e-mail\">Rastreie e-mails<\/a>, cliques em links e como os clientes potenciais est\u00e3o interagindo com seu site. Isso o ajudar\u00e1 a personalizar e otimizar a jornada para a convers\u00e3o.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"3igbk\"><strong>5. Fa\u00e7a regularmente uma varredura na tubula\u00e7\u00e3o <\/strong><\/h3>\n<p class=\"translation-block\">\u00c9 dif\u00edcil abandonar a filosofia \"mais \u00e9 melhor\" e \u00e9 por isso que a maioria das equipes de vendas deixa todos os seus leads permanecerem no pipeline por muito tempo. Isso inclui os leads que comprovadamente n\u00e3o valem a pena e aqueles que ultrapassaram o ciclo m\u00e9dio de vendas.<\/p>\n<p class=\"translation-block\">D\u00ea uma olhada nos dados do seu CRM para identificar quais clientes potenciais n\u00e3o responderam a nenhuma de suas comunica\u00e7\u00f5es. Identifique os leads lentos que s\u00f3 consomem seu tempo e seus recursos e remova-os de seu pipeline de vendas.<\/p>\n<p class=\"translation-block\">Como regra geral, entre em contato com eles uma \u00faltima vez. Envie um e-mail r\u00e1pido para que saibam que voc\u00ea est\u00e1 retirando-os do seu pipeline e que, se estiverem interessados, devem entrar em contato com voc\u00ea.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"cuaj9\"><strong>Conclus\u00e3o: voc\u00ea precisa do gerenciamento do pipeline de vendas<\/strong><\/h3>\n<p class=\"translation-block\">Embora os <a href=\"https:\/\/blog.salesflare.com\/pt\/beneficios-do-crm\">benef\u00edcios<\/a> do gerenciamento do pipeline de vendas sejam muitos, <a href=\"https:\/\/hbr.org\/2015\/01\/companies-with-a-formal-sales-process-generate-more-revenue\" target=\"_blank\" rel=\"noopener noreferrer\">44% dos executivos<\/a> acham que suas empresas s\u00e3o ineficazes nesse aspecto. Eles admitem ter perdido grandes oportunidades devido \u00e0 sua incapacidade de usar os dados de forma eficaz.<\/p>\n<p class=\"translation-block\">Em termos simples, o gerenciamento do pipeline de vendas \u00e9 como manter um espa\u00e7o de trabalho limpo. Ele o mant\u00e9m produtivo e concentrado no que \u00e9 mais importante.<\/p>\n<p class=\"translation-block\">Portanto, independentemente do est\u00e1gio em que sua empresa se encontra, torne o gerenciamento de seu pipeline de vendas um processo ativo. Afinal de contas, s\u00e3o os dados que fazem ou desfazem o crescimento de sua empresa.<\/p>\n<p><em class=\"translation-block\">Pronto para aprimorar o gerenciamento de seu pipeline de vendas? Bem, n\u00e3o se esque\u00e7a de sintonizar na pr\u00f3xima semana para ver a <a href=\"https:\/\/blog.salesflare.com\/pt\/tecnicas-de-fechamento\">Parte Sete de nossa Masterclass sobre pipeline de vendas: How To Ace Your Sales Negotiations Using Proven Closing Techniques<\/a>. Precisa de uma atualiza\u00e7\u00e3o? Volte e leia a <u><a href=\"\">Parte Cinco: Qualifica\u00e7\u00e3o de leads: Como qualificar seus leads B2B e melhorar seu processo de vendas<\/a><\/u>.<\/em><\/p>\n<blockquote><p class=\"translation-block\">\"O Salesflare melhora meu humor, pois posso ver as vit\u00f3rias. E ele me alertou sobre a falta de oportunidades em est\u00e1gio inicial.\"<\/p>\n<h6>Simon Lovegrove, Lovegrove Service Ltd.<\/h6>\n<\/blockquote>\n<p>\n    <figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\">\n      <a href=\"https:\/\/salesflare.com\/pt-br\">\n        <picture>\n          <source \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.avif 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.avif 2x\" \n            type=\"image\/avif\" \/>\n          <source \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.png 2x\" \n            type=\"image\/png\" \/>\n          <img decoding=\"async\" \n            src=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png\" \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.png 2x\" \n            alt=\"Experimente o CRM da Salesflare\" \/>\n        <\/picture>\n      <\/a>\n    <\/figure><br>\n<em class=\"translation-block\">Esperamos que voc\u00ea tenha gostado desta postagem. Se gostou, espalhe a not\u00edcia!<\/em><\/p>\n<p class=\"translation-block\">\ud83d\udc49<em>Voc\u00ea pode seguir @salesflare no<\/em> <em><u><a href=\"https:\/\/twitter.com\/salesflare\">Twitter<\/a><\/u><\/em>, <em><u><a href=\"https:\/\/www.facebook.com\/salesflare\/\">Facebook<\/a><\/u><\/em> <em>e<\/em> <em><u><a href=\"https:\/\/be.linkedin.com\/company\/salesflare\">LinkedIn<\/a><\/u>.<\/em><!-- Fim do script strchf --><\/p>","protected":false},"excerpt":{"rendered":"<p>Melhore seu processo de vendas com o gerenciamento do pipeline de vendas. Este artigo apresenta um guia passo a passo sobre como gerenciar seu pipeline de vendas do in\u00edcio ao fim.<\/p>","protected":false},"author":14,"featured_media":56585,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","footnotes":"","jetpack_post_was_ever_published":false},"categories":[183,62],"tags":[91,179],"wl_entity_type":[122],"class_list":["post-56577","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-masterclass","category-sales","tag-sales","tag-sales-pipeline","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Pipeline Management: A Better Sales Flow From Start To Finish<\/title>\n<meta name=\"description\" content=\"Improve your sales process with sales pipeline management. 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