How to Build a Sales Pipeline During a Pandemic

When attempting to build a sales pipeline during a pandemic, it is important to ask yourself a few questions regarding your target customer and adjust your lead generation strategy accordingly.

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It is safe to say that Covid-19 has affected us all in different ways; not being able to see loved ones, a change from working in the office to working from home, and figuring out how to drive your business forward.

In this article, we shall be sharing our top tips for building a sales pipeline in the new business environment.

Try Not to Reinvent the Wheel

We have had many conversations with customers that have come to us saying “what do we need to do?” The way that we see it is that you should not try and reinvent the wheel!

There are many tried and tested means of prospecting and generating leads. Depending on your solution, the type of prospects that you’re targeting will often depend on the routes that are most likely to work for you and your business.

Questions to Ask Yourself

1. Who are my customers?

It sounds pretty self-explanatory, doesn’t it? Just like pre-Covid, the key to any successful lead generation relies heavily on who your customers are.

By understanding your target market, you can then consider what means are most likely to be effective when prospecting to them.

It may be the case that you need a few different approaches to begin building relationships.

2. What methods are most likely to resonate with my prospects?

This can be a tricky one, and it’s certainly not a one size fits all scenario! Are your prospects working from home or in the office?

By taking this into consideration, you can then begin to understand what lead generation methods are most likely to resonate, and the best routes to market.

Understanding what working methods they’re adopting will allow you to better plan how to contact them.

3. What new challenges are my customers facing?

As mentioned at the beginning of this article, Covid-19 has affected us in different ways, but how can you alleviate any of the new challenges that your customers are facing?

Whether you’re offering a SaaS product, and through implementing your solution the user will benefit from increased productivity, or a cleaning company that is going to keep businesses operational with regular deep sanitisation.

By understanding the challenges your existing customers are facing; you can then plan and deploy a lead generation strategy based on the new challenges your prospects are likely facing.

In Summary

There is no hard and fast rule as to what exactly is going to work for your business, but there are things that you can take into consideration to improve success! After all, the companies that drive themselves forward are the ones who are going to come out on top!

To discuss how The Lead Gen Specialists can assist you with your own lead generation, contact us on 03332 400 054 or email

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