Pipeline acceleration focuses on using research to identify the offers and incentives that motivate prospects to take action. It also aims to remove obstacles, understanding the thresholds where actions occur.

Primary Research’s Role:

Primary research helps determine the type and degree of incentives—such as discounts, time-limited offers, or exclusive access—that drive prospects to move forward. It provides insights into how much impetus is needed to increase the velocity of deals closing.

Benefits:

Accelerates the sales pipeline, increasing the volume and percentage of deals that close.

Opportunities:

Tailor offers based on research findings to more effectively motivate prospects and remove barriers.

Challenges:

Finding the right balance between incentive levels and maintaining profitability requires careful analysis.