Nimble CRM for Solopreneurs

Nimble CRM Introduces New Lead Pipelines [Video]

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This is big! Nimble CRM has just introduced Lead Pipelines! Nimble has long had a separate widget box in the contact record for lead details (source, status, etc.). We also have deal records (valid opportunities that we hope to close) and deal pipelines. However, my deal pipelines currently include stages that should actually be a part of a lead qualification process (before it becomes a deal). Here are some details …

  • From your settings you can now create multiple lead pipelines and unique stages for each. 
  • Stages can include a description of the individual stage. I see this being used to detail what it means to be in this stage and what needs to happen before it is moved to the next stage. 
  • Once your pipeline stages have been created, you will also be able to add “Lost Reasons”  which specify why this lead was exited unsuccessfully.
  • You can also specify what default data (including custom fields) you wish to have displayed on the lead card (what you will see in the lead pipeline). In some cases this information could replace Nimble’s lead details widget (which you could then hide) in the contact record. You can also change these fields in the lead pipeline itself by accessing the configure fields feature in the upper right area of the pipeline.
  • Leads can be dragged and dropped into different pipeline stages (or moved manually) and they can also be converted to a deal (select this option and a popup will allow you to create the deal).
  • Leads can also be displayed in a list mode and you can configure which fields to show on the list. Additionally, list mode provides for inline stage editing and you can also apply a filter to show only leads that meet a specific criteria. For example, leads in a certain stage. 

Leads, and the lead pipelines for that matter, are also directly integrated into the contact record. A new widget, Current Opportunities, will allow you to add a lead to a pipeline (or more than one). That lead will now appear in this widget. The record will also be marked as Lead in 1 (or more) Pipeline(s) (top of record). There is also a new tab on the right side of the contact record, Lead Pipeline,  that will display the lead(s) in more detail.

You now also have an option during the import process to create new contact records and to automatically add those to the first stage of your chosen lead pipeline. Got a csv file of attendees from a recent show that you exhibited at? There you go!

The Leads Tab at the top of Nimble CRM will allow you to access the complete pipelines in either a graphic layout or as a list. This is very similar to the Deals Pipeline and it can also be filtered and sorted in a variety of ways including seeing only leads that have been assigned to a specific team member.

Finally, the ability to add leads has now been added to the Prospector extension!

So, how might you use this new feature? First off, you could also choose not to use it but, for those companies who are maybe a little more sophisticated in tracking and working opportunities, it does create some new interesting possibilities. 

As was stated previously, your sales process may include certain steps (stages) that must be completed prior to any lead being considered to be a valid opportunity that could convert to a sale. For example, your lead stages may look like this …

  1. Initial Inquiry
  2. Marketing Qualified Lead (MQL)
  3. Assigned to SDR or BDR
  4. Sales Qualified Lead (SQL)
  5. Appointment Set
  6. Convert to Deal (or send to trash)

At some point, this lead may be assigned to a different member of the sales team. This could be at a stage in the lead process or when it has been converted to a deal. It could even be assigned to an additional, or even a new, pipeline. The possibilities are endless! Here is a link to the support article for this feature on the  Nimble CRM website.

Please feel free to contact me to discuss. As your independent Nimble CRM Solution Partner, I’m happy to help! You can book a free 30-minute Zoom call with me by going to my calendar.

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
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