So you’re running B2B sales and you’ve heard you need a “sales pipeline.” Maybe your team is using spreadsheets, or maybe you’re already poking around a tool like Sellmethispen but nothing’s really clicking. You want deals to move faster, less stuff falling through the cracks, and a system that actually fits the way your team sells (not just what some sales blog says).
This guide is for B2B companies who want a sales pipeline in Sellmethispen that actually works in real life—not just looks good in a demo.
1. Get crystal clear on your real sales process
Before you even log in, map out how your deals actually move. Not how you wish they moved, but how it goes today. You’ll thank yourself later.
- List the steps a typical deal goes through. (First call, demo, proposal, negotiation, closed, etc.)
- Ask your reps where things get stuck or skip steps. Be honest about the mess.
- Ignore generic pipeline templates that have nothing to do with your business.
- For B2B, you’ll probably have longer cycles, more approval gates, and maybe multiple contacts per deal.
Pro tip: If you’ve got more than one type of sale (say, new business vs. renewals), sketch each process separately. Don’t jam everything into one pipeline.
2. Set up your stages in Sellmethispen
Now, fire up Sellmethispen and create your pipeline stages to match your process—not the default ones.
- Click “Pipelines,” then “Create Pipeline.” Give it a name your team will recognize.
- Add your stages. Keep them short and clear—think “Intro Call” not “Initial Discovery Conversation.”
- Don’t overcomplicate it. 5–7 stages is usually enough for B2B. If you need more, double-check you’re not just naming every little action.
- Put a clear definition behind each stage. What has to happen for a deal to move forward?
What to skip: Don’t bother with “lead score” stages or fancy qualification steps unless your team really uses them. Too many hoops just slow things down.
3. Define what “done” means at each stage
A pipeline is useless if nobody knows when to move a deal forward. For every stage, write down:
- The trigger event (e.g., “client attended demo” or “contract sent, waiting on signature”)
- Who’s responsible for moving it (rep, manager, etc.)
- Any docs, info, or approvals needed
Keep this list handy—put it in Sellmethispen’s stage descriptions or share it with the team. The goal: no arguing over whether a deal is ready to move.
Honest take: If your team moves deals forward “when it feels right,” expect chaos. Clarity here saves hours of meetings later.
4. Set up custom fields for B2B must-haves
Out of the box, Sellmethispen gives you basic fields (company, contact, deal value). For B2B, you’ll probably need a few extras:
- Decision-maker(s): Who signs off?
- Buying committee: Who else is involved?
- Contract value, renewal date, competitor info (if it matters)
- Key dates: Next call, proposal sent, etc.
In Sellmethispen, go to Settings → Custom Fields. Add only what you’ll actually use—ignore fields nobody ever fills out.
Don’t: Create fields “just in case.” Empty fields clutter up your view and annoy reps.
5. Automate the boring stuff (but not everything)
Sellmethispen offers automations—great, but don’t let it turn your process into a Rube Goldberg machine.
What’s worth automating: - Assigning deals to reps based on company size, region, or industry - Reminders for follow-ups or contract renewals - Automatic stage moves when a document is signed
What’s not: - “If a deal is idle for 3 days, move to Lost.” (Better: remind the rep, not the system.) - Overly complicated logic that only one person understands
Test automations on a few deals first. If your team’s confused, scale it back.
6. Get your team actually using it
Even the best pipeline’s worthless if reps won’t update it. Here’s how to make it stick:
- Train everyone on what each stage means and how to update deals.
- Make it clear: deals not in Sellmethispen don’t count in forecasts.
- Keep pipeline reviews quick and focused. Ask: “What’s the next step?” not “Why is this here?”
Pro tip: Have a “garbage cleanup” session once a month. Archive dead deals, update stages, and clear out zombie leads.
7. Build views and reports that actually help
Sellmethispen has all sorts of dashboards. Most look nice but don’t help close deals. Focus on:
- “Stuck deals” view: Deals sitting in a stage too long
- “Next step missing” view: Deals with no follow-up scheduled
- Simple forecast: Deals by stage, weighted by likelihood
- Win/loss by rep and by stage
Skip vanity metrics like “emails sent” or “calls made” unless you know they drive results.
Honest take: If a report doesn’t change what you do next week, stop looking at it.
8. Iterate—don’t try to nail it on the first try
You’ll get things wrong. That’s normal. Sales processes change, especially in B2B.
- Every month or quarter, ask the team: What’s confusing? Where do deals get stuck?
- Update your stages, fields, and automations as you learn.
- Kill off unused stages or fields early. Don’t let clutter build up.
Pro tip: Write changes down. “We added a ‘Legal Review’ stage in Q2 because deals kept stalling there.” It’ll help when you look back.
What to ignore (for now)
- “AI-powered” forecasting: It sounds cool, but if your pipeline data isn’t solid, it’s just guessing with more math.
- Lead scoring models: For most B2B teams, you already know your best-fit customers. Spend time on actual deals, not on tweaking scores.
- Overly detailed activity tracking: If you trust your reps, focus on outcomes, not micromanaging every call.
Keep it simple, keep it real
A good pipeline in Sellmethispen isn’t about having the fanciest setup—it’s about making sure deals move, nothing gets missed, and everyone knows what happens next. Start small, stick to what works for your team, and tweak as you go. You’ll close more deals and spend less time fighting your CRM. And isn’t that the point?