If you’re running B2B sales, you know the drill: spreadsheets break, sticky notes get lost, and “just remembering” is a joke. You need a pipeline that actually helps you track leads, spot bottlenecks, and close deals—without turning into a full-time CRM admin. This guide is for sales teams, founders, and anyone tired of chasing leads through a mess of tools. We’ll walk through how to set up and manage a B2B sales pipeline in Clutch, a CRM that aims to be less of a pain and more of a help.
Whether you’re new to Clutch or switching from another system, you’ll learn how to build a pipeline that’s actually useful—and what to skip if you don’t want to drown in busywork.
Step 1: Get Real About What You Need
Before you touch any software, get clear on what your sales process really looks like. Most teams overcomplicate things or try to mimic what big companies do. Don’t bother. Here’s what you want to nail down:
- The 4–7 actual steps your leads go through (not what you wish happened, but what really happens)
- Who’s responsible for what at each stage
- What counts as a “qualified” lead for you
Pro Tip:
If you can’t explain your pipeline to a new hire in five minutes, it’s too complicated. Simplify.
Step 2: Set Up Your Pipeline Stages in Clutch
Clutch calls its lead-tracking tool a “pipeline.” You can create as many as you want, but most teams need just one for sales (maybe a second for onboarding or renewals).
How to do it:
-
Log in to Clutch.
If you don’t have an account yet, sign up and poke around. The UI is pretty straightforward. -
Go to Pipelines.
Find the Pipelines section in the sidebar. -
Create a new pipeline (or edit the default one).
Name it something obvious, like “Sales” or “B2B Pipeline.” Don’t get cute. -
Add stages that match your process.
Typical B2B stages might look like: - New Lead
- Qualified
- Meeting Scheduled
- Proposal Sent
- Negotiation
- Won
- Lost
You can rename or delete stages later, so don’t stress about perfection.
What to skip:
Don’t create a dozen micro-stages just because you can. Each stage should mean something changes—a new action, a new owner, or a decision point.
Step 3: Import or Add Leads
Now it’s time to fill your pipeline. Clutch lets you add leads manually or import from a CSV. Don’t waste time cleaning up ancient leads you’ll never touch—focus on active deals and real prospects.
Options:
-
Manual entry:
Good for small teams or if you’re just starting. Click “Add Lead,” fill in the basics (company, contact, deal size, etc.), and assign it to yourself or a teammate. -
CSV import:
For bigger teams or if you’re moving from another tool. Map your spreadsheet columns to Clutch fields. Don’t stress about filling in every detail; you can update records as you go.
What matters:
- Company name and contact info
- Where they are in your pipeline
- Any key notes or context
Don’t bother with fields you’ll never use. More data is not better—relevant data is.
Step 4: Customize Lead Fields (But Don’t Go Nuts)
Clutch lets you add custom fields—think deal size, industry, lead source, whatever you care about. But every extra field is something you or your team has to fill in. Only add what you’ll actually use to qualify, filter, or report on leads.
Recommended fields: - Deal value or potential revenue - Main contact and their role - Lead source (e.g., referral, cold outreach, inbound) - Next action (call, demo, proposal, etc.)
Skip:
Fields like “favorite color,” “birthday,” or “decision-maker’s pet’s name.” You laugh, but I’ve seen it.
Step 5: Set Up Your Views and Filters
A pipeline isn’t useful if you can’t actually see what matters. Clutch offers filters and custom views:
- Filter by sales rep:
So everyone can see their own deals. - Filter by stage:
To spot where leads are piling up. - Create saved views:
For quick access to, say, “Deals closing this month” or “Stalled leads.”
Pro Tip:
Don’t obsess over dashboards. The goal is to see what to do next, not to make a pretty report for your boss.
Step 6: Track Activity and Next Steps
The real value in any CRM is knowing what’s been done and what’s next. In Clutch, you can:
- Log calls, emails, meetings, and notes right on the lead card.
- Set reminders or tasks for next actions.
- Assign leads to teammates if you hand things off.
What works:
- Always log next steps. “Waiting for client reply” is not a next step—“Follow up on Tuesday” is.
- Use reminders, but don’t overload yourself with fake tasks just to feel productive.
What to ignore:
- Chasing every tiny interaction. Major milestones and real conversations matter most.
Step 7: Move Leads Honestly (Don’t Game the Stages)
It’s tempting to drag deals forward just to make your pipeline look healthy. Resist the urge. Only move a lead to the next stage when it actually qualifies.
- If a meeting fell through, don’t mark it as “Meeting Completed.”
- If a lead ghosts you for a month, move it to “Stalled” or “Lost.” You can always revive it later.
A realistic pipeline beats a “busy-looking” one every time. It’ll show you where you’re stuck, which is the whole point.
Step 8: Review and Clean Up—Regularly
Set a recurring calendar reminder—weekly or biweekly—to review your pipeline:
- Archive dead leads. Don’t let them clutter things up.
- Check for leads stuck in one stage for more than X days.
- Make sure next steps are logged for every real deal.
Pro Tip:
Pipeline hygiene isn’t glamorous, but it’s the difference between closing deals and guessing.
Step 9: Use (Some) Reports—But Don’t Drown in Data
Clutch has built-in reports: pipeline value, win/loss rates, activity logs, and so on. Use them to spot trends, not to micromanage yourself or your team.
- If deals keep stalling at “Proposal Sent,” maybe your proposals need work.
- If close rates are low, look at lead sources—maybe you’re chasing bad fits.
Skip:
Spending hours tweaking reports to get a “perfect” dashboard. If you can’t act on it, it’s just noise.
What Works, What Doesn’t, and What to Ignore
What works: - Keep your pipeline simple and honest. - Use reminders for real next steps. - Clean up dead leads often.
What doesn’t: - Overcomplicating with endless stages and fields. - Moving leads forward just to look busy. - Treating the CRM as a reporting tool, not an action tool.
Ignore: - Fancy integrations and automations—unless they truly save time. - Filling in every possible detail “just in case.”
Wrapping Up: Keep It Simple, Iterate as You Go
Setting up a B2B sales pipeline in Clutch doesn’t have to be a huge project. Start simple, focus on real actions and real leads, and tweak your setup as you learn what works. Don’t get distracted by bells and whistles. The best pipeline is the one you actually use—so keep it honest, review it often, and don’t be afraid to prune what isn’t working. That’s how you actually close more deals.