SlideShare a Scribd company logo

The Secrets of Funnel Management

•
•
Darren Cunningham
Darren Cunningham
BusinessTechnology
1 of 30
You Got New Game? Secrets of Funnel Management in a Sales 2.0 World Gerhard Gschwandtner, Selling Power Mark Sellers, Breakthrough Sales Performance Ken Rudin, LucidEra
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Polling Question ,[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Got New Game? The Secrets of Funnel Management in a 2.0 World © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
VPs of Sales Want RESULTS! ,[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Changing the Game ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
New Game Pillars ,[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
 
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Funnel metrics vs fiction Deal metrics Sales call metrics
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Traditional Funnel – Selling Activity Focus Prospect Qualify Make Presentations Submit Proposal Close Monitor Results
A buying funnel and a selling funnel © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Buying Process Order Order Selling Process
Merge the two funnels © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Order Buying Process Selling Process
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
With good funnel data… ,[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Ensuring good funnel data throughout the year ,[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
The Path to Execution: The 8-Step Process © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Top 5 Sales Goals This Year Copyright © 2008 LucidEra – All rights reserved Optimizing direct and indirect sales capabilities has been among the top four CEO strategic priorities for the past two years. “ ” ,[object Object],[object Object],[object Object],[object Object],[object Object]
CRM Alone is Only Half of the Solution Copyright © 2008 LucidEra – All rights reserved Unpredictable revenues and missed forecasts One-dimensional CRM & Excel reports do not deliver critical revenue trends Lack of time, budget and resources for “ business intelligence” Buyers recognize that actionable information is the elusive but greatest value they gain from customer management tools and technologies. “ ” The Customer Management Market Sizing Report, 2007–2012, June 2008
Analytics: The Critical Second Half of CRM Copyright © 2008 LucidEra – All rights reserved In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers – but what they want is insight. ” “
The Shift to SaaS is Helping… ,[object Object],[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved The faster time to value and lower operating costs associated with SaaS solutions have made these web-based, on-demand services a timely alternative to legacy applications. “ ”
But Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…
But Do You Have the Right Metrics? .406 The Old Way…
Sales 2.0 Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The New Way… Sales Rep Scorecards Sales Rep A Sales Rep B Sales Rep C Sales Rep D Sales Rep E Sales Rep F
New Sales Pipeline Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
The Sales Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Getting the Metrics that Matter Quickly ,[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved ,[object Object],[object Object],[object Object],[object Object]
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Panel Discussion ,[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved www.lucidera.com

Recommended

5 sales funnel
5 sales funnel5 sales funnel
5 sales funnelArun E
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for StartupsVenture Accelerator Partners
 
The sales funnel
The sales funnelThe sales funnel
The sales funnelJeff Hall
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market FrameworkDemand Metric
 
Marketing Management - Chapter 10
Marketing Management - Chapter 10Marketing Management - Chapter 10
Marketing Management - Chapter 10Perkha Khan
 
Sales funnel
Sales funnel Sales funnel
Sales funnel Gyanendra Munda
 
Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Digital Ignition
 
Sales Opportunity Management
Sales Opportunity ManagementSales Opportunity Management
Sales Opportunity ManagementPipeliner CRM
 

Recommended

5 sales funnel
5 sales funnel5 sales funnel
5 sales funnelArun E
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for StartupsVenture Accelerator Partners
 
The sales funnel
The sales funnelThe sales funnel
The sales funnelJeff Hall
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market FrameworkDemand Metric
 
Marketing Management - Chapter 10
Marketing Management - Chapter 10Marketing Management - Chapter 10
Marketing Management - Chapter 10Perkha Khan
 
Sales funnel
Sales funnel Sales funnel
Sales funnel Gyanendra Munda
 
Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Developing your go to market strategy by Kris Konrath, Convergent
Developing your go to market strategy by Kris Konrath, Convergent Digital Ignition
 
Sales Opportunity Management
Sales Opportunity ManagementSales Opportunity Management
Sales Opportunity ManagementPipeliner CRM
 
The Definitive Guide to Sales Pipeline Management
The Definitive Guide to Sales Pipeline ManagementThe Definitive Guide to Sales Pipeline Management
The Definitive Guide to Sales Pipeline ManagementInsightSquared
 
Lead Generation Framework
Lead Generation FrameworkLead Generation Framework
Lead Generation FrameworkDemand Metric
 
Kotlermm13 chapter 04
Kotlermm13 chapter 04Kotlermm13 chapter 04
Kotlermm13 chapter 04Youth for Better Future
 
How to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookHow to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookCarrie Morgan
 
Agile business development
Agile business developmentAgile business development
Agile business developmentSmartOrg
 
Sales And Marketing Workshop
Sales And Marketing WorkshopSales And Marketing Workshop
Sales And Marketing WorkshopMacInnis Marketing
 
Lead generation for real estate brokers
Lead generation for real estate brokersLead generation for real estate brokers
Lead generation for real estate brokersManaan Choksi
 
Content strategy for lead generation
Content strategy for lead generationContent strategy for lead generation
Content strategy for lead generationSpotler
 
What is Sales funnel and how is it Evolving
What is Sales funnel and how is it EvolvingWhat is Sales funnel and how is it Evolving
What is Sales funnel and how is it EvolvingCloud Analogy
 
Modern Go-To-Market Framework
Modern Go-To-Market FrameworkModern Go-To-Market Framework
Modern Go-To-Market FrameworkJesse Hopps
 
Slide share version of sales as an art and science the 10-step sales proces...
Slide share version of sales as an art and science the 10-step sales proces...Slide share version of sales as an art and science the 10-step sales proces...
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
 
This Is How We Do It - How Salesforce Does Enterprise Sales
This Is How We Do It - How Salesforce Does Enterprise SalesThis Is How We Do It - How Salesforce Does Enterprise Sales
This Is How We Do It - How Salesforce Does Enterprise SalesSales Hacker
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy developmentOrysya Sklyar
 
Lead generation
Lead generationLead generation
Lead generationKumar Subrat
 
Cross Functional Alignment Around the Customer Processes to Drive Success
Cross Functional Alignment Around the Customer Processes to Drive SuccessCross Functional Alignment Around the Customer Processes to Drive Success
Cross Functional Alignment Around the Customer Processes to Drive SuccessGainsight
 
Presentation on Sales Process
Presentation on Sales ProcessPresentation on Sales Process
Presentation on Sales ProcessRomesh Advani
 
Marketing Management - Chapter 2
Marketing Management - Chapter 2Marketing Management - Chapter 2
Marketing Management - Chapter 2Perkha Khan
 
Lead generation strategy for mortgage brokers
Lead generation strategy for mortgage brokersLead generation strategy for mortgage brokers
Lead generation strategy for mortgage brokersCatchi
 
Demand Generation Marketing Strategy PowerPoint Presentation Slides
Demand Generation Marketing Strategy PowerPoint Presentation SlidesDemand Generation Marketing Strategy PowerPoint Presentation Slides
Demand Generation Marketing Strategy PowerPoint Presentation SlidesSlideTeam
 
Kotler mm 14e 07 ippt
Kotler mm 14e 07 ipptKotler mm 14e 07 ippt
Kotler mm 14e 07 ipptEhab Yousry
 
Tfp Corporate Message Slides
Tfp Corporate Message SlidesTfp Corporate Message Slides
Tfp Corporate Message Slidesfunnelprinciple
 
How to Create a Customer Segmentation Model
How to Create a Customer Segmentation ModelHow to Create a Customer Segmentation Model
How to Create a Customer Segmentation ModelMark Haubert
 

More Related Content

What's hot

The Definitive Guide to Sales Pipeline Management
The Definitive Guide to Sales Pipeline ManagementThe Definitive Guide to Sales Pipeline Management
The Definitive Guide to Sales Pipeline ManagementInsightSquared
 
Lead Generation Framework
Lead Generation FrameworkLead Generation Framework
Lead Generation FrameworkDemand Metric
 
How to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookHow to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookCarrie Morgan
 
Agile business development
Agile business developmentAgile business development
Agile business developmentSmartOrg
 
Lead generation for real estate brokers
Lead generation for real estate brokersLead generation for real estate brokers
Lead generation for real estate brokersManaan Choksi
 
Content strategy for lead generation
Content strategy for lead generationContent strategy for lead generation
Content strategy for lead generationSpotler
 
What is Sales funnel and how is it Evolving
What is Sales funnel and how is it EvolvingWhat is Sales funnel and how is it Evolving
What is Sales funnel and how is it EvolvingCloud Analogy
 
Modern Go-To-Market Framework
Modern Go-To-Market FrameworkModern Go-To-Market Framework
Modern Go-To-Market FrameworkJesse Hopps
 
Slide share version of sales as an art and science the 10-step sales proces...
Slide share version of sales as an art and science the 10-step sales proces...Slide share version of sales as an art and science the 10-step sales proces...
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
 
This Is How We Do It - How Salesforce Does Enterprise Sales
This Is How We Do It - How Salesforce Does Enterprise SalesThis Is How We Do It - How Salesforce Does Enterprise Sales
This Is How We Do It - How Salesforce Does Enterprise SalesSales Hacker
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy developmentOrysya Sklyar
 
Cross Functional Alignment Around the Customer Processes to Drive Success
Cross Functional Alignment Around the Customer Processes to Drive SuccessCross Functional Alignment Around the Customer Processes to Drive Success
Cross Functional Alignment Around the Customer Processes to Drive SuccessGainsight
 
Presentation on Sales Process
Presentation on Sales ProcessPresentation on Sales Process
Presentation on Sales ProcessRomesh Advani
 
Marketing Management - Chapter 2
Marketing Management - Chapter 2Marketing Management - Chapter 2
Marketing Management - Chapter 2Perkha Khan
 
Lead generation strategy for mortgage brokers
Lead generation strategy for mortgage brokersLead generation strategy for mortgage brokers
Lead generation strategy for mortgage brokersCatchi
 
Demand Generation Marketing Strategy PowerPoint Presentation Slides
Demand Generation Marketing Strategy PowerPoint Presentation SlidesDemand Generation Marketing Strategy PowerPoint Presentation Slides
Demand Generation Marketing Strategy PowerPoint Presentation SlidesSlideTeam
 
Kotler mm 14e 07 ippt
Kotler mm 14e 07 ipptKotler mm 14e 07 ippt
Kotler mm 14e 07 ipptEhab Yousry
 

What's hot (20)

The Definitive Guide to Sales Pipeline Management
The Definitive Guide to Sales Pipeline ManagementThe Definitive Guide to Sales Pipeline Management
The Definitive Guide to Sales Pipeline Management
 
Lead Generation Framework
Lead Generation FrameworkLead Generation Framework
Lead Generation Framework
 
Kotlermm13 chapter 04
Kotlermm13 chapter 04Kotlermm13 chapter 04
Kotlermm13 chapter 04
 
How to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookHow to Write a B2B Sales Playbook
How to Write a B2B Sales Playbook
 
Agile business development
Agile business developmentAgile business development
Agile business development
 
Sales And Marketing Workshop
Sales And Marketing WorkshopSales And Marketing Workshop
Sales And Marketing Workshop
 
Lead generation for real estate brokers
Lead generation for real estate brokersLead generation for real estate brokers
Lead generation for real estate brokers
 
Content strategy for lead generation
Content strategy for lead generationContent strategy for lead generation
Content strategy for lead generation
 
What is Sales funnel and how is it Evolving
What is Sales funnel and how is it EvolvingWhat is Sales funnel and how is it Evolving
What is Sales funnel and how is it Evolving
 
Modern Go-To-Market Framework
Modern Go-To-Market FrameworkModern Go-To-Market Framework
Modern Go-To-Market Framework
 
Slide share version of sales as an art and science the 10-step sales proces...
Slide share version of sales as an art and science the 10-step sales proces...Slide share version of sales as an art and science the 10-step sales proces...
Slide share version of sales as an art and science the 10-step sales proces...
 
This Is How We Do It - How Salesforce Does Enterprise Sales
This Is How We Do It - How Salesforce Does Enterprise SalesThis Is How We Do It - How Salesforce Does Enterprise Sales
This Is How We Do It - How Salesforce Does Enterprise Sales
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy development
 
Lead generation
Lead generationLead generation
Lead generation
 
Cross Functional Alignment Around the Customer Processes to Drive Success
Cross Functional Alignment Around the Customer Processes to Drive SuccessCross Functional Alignment Around the Customer Processes to Drive Success
Cross Functional Alignment Around the Customer Processes to Drive Success
 
Presentation on Sales Process
Presentation on Sales ProcessPresentation on Sales Process
Presentation on Sales Process
 
Marketing Management - Chapter 2
Marketing Management - Chapter 2Marketing Management - Chapter 2
Marketing Management - Chapter 2
 
Lead generation strategy for mortgage brokers
Lead generation strategy for mortgage brokersLead generation strategy for mortgage brokers
Lead generation strategy for mortgage brokers
 
Demand Generation Marketing Strategy PowerPoint Presentation Slides
Demand Generation Marketing Strategy PowerPoint Presentation SlidesDemand Generation Marketing Strategy PowerPoint Presentation Slides
Demand Generation Marketing Strategy PowerPoint Presentation Slides
 
Kotler mm 14e 07 ippt
Kotler mm 14e 07 ipptKotler mm 14e 07 ippt
Kotler mm 14e 07 ippt
 

Viewers also liked

Tfp Corporate Message Slides
Tfp Corporate Message SlidesTfp Corporate Message Slides
Tfp Corporate Message Slidesfunnelprinciple
 
How to Create a Customer Segmentation Model
How to Create a Customer Segmentation ModelHow to Create a Customer Segmentation Model
How to Create a Customer Segmentation ModelMark Haubert
 
How to Own Your Sales Funnel
How to Own Your Sales FunnelHow to Own Your Sales Funnel
How to Own Your Sales FunnelTrada
 
Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...
Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...
Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...AnnArborSPARK
 
12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPs12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPsInsightSquared
 
How to Run a Successful Small Business
How to Run a Successful Small BusinessHow to Run a Successful Small Business
How to Run a Successful Small BusinessInsightSquared
 
[Slideshare] 12 Must Ask Questions for Sales Managers and VPs
[Slideshare] 12 Must Ask Questions for Sales Managers and VPs[Slideshare] 12 Must Ask Questions for Sales Managers and VPs
[Slideshare] 12 Must Ask Questions for Sales Managers and VPsInsightSquared
 
20 Motivational Sales Quotes from Sports Legends
20 Motivational Sales Quotes from Sports Legends 20 Motivational Sales Quotes from Sports Legends
20 Motivational Sales Quotes from Sports Legends InsightSquared
 
Sales management
Sales managementSales management
Sales managementvantageap
 
10 Must-Ask Questions for Staffing & Recruiting Managers
10 Must-Ask Questions for Staffing & Recruiting Managers 10 Must-Ask Questions for Staffing & Recruiting Managers
10 Must-Ask Questions for Staffing & Recruiting Managers InsightSquared
 
8 Things The Top 1% Of Sales Reps Do Differently
8 Things The Top 1% Of Sales Reps Do Differently8 Things The Top 1% Of Sales Reps Do Differently
8 Things The Top 1% Of Sales Reps Do DifferentlyInsightSquared
 
Pipeline Management: Success with CRM
Pipeline Management: Success with CRMPipeline Management: Success with CRM
Pipeline Management: Success with CRMPipeliner CRM
 
Best Lead Distribution Methods for Optimal Sales Performance
Best Lead Distribution Methods for Optimal Sales PerformanceBest Lead Distribution Methods for Optimal Sales Performance
Best Lead Distribution Methods for Optimal Sales PerformanceVelocify
 
13 Pervasive (And Totally Wrong) Myths About Sales Reps
13 Pervasive (And Totally Wrong) Myths About Sales Reps13 Pervasive (And Totally Wrong) Myths About Sales Reps
13 Pervasive (And Totally Wrong) Myths About Sales RepsInsightSquared
 

Viewers also liked (17)

Tfp Corporate Message Slides
Tfp Corporate Message SlidesTfp Corporate Message Slides
Tfp Corporate Message Slides
 
How to Create a Customer Segmentation Model
How to Create a Customer Segmentation ModelHow to Create a Customer Segmentation Model
How to Create a Customer Segmentation Model
 
How to Own Your Sales Funnel
How to Own Your Sales FunnelHow to Own Your Sales Funnel
How to Own Your Sales Funnel
 
Hisham CV3 Mngt Mrkt
Hisham CV3 Mngt MrktHisham CV3 Mngt Mrkt
Hisham CV3 Mngt Mrkt
 
Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...
Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...
Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...
 
Tfp Corporate Slides V7
Tfp Corporate Slides V7Tfp Corporate Slides V7
Tfp Corporate Slides V7
 
12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPs12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPs
 
How to Run a Successful Small Business
How to Run a Successful Small BusinessHow to Run a Successful Small Business
How to Run a Successful Small Business
 
[Slideshare] 12 Must Ask Questions for Sales Managers and VPs
[Slideshare] 12 Must Ask Questions for Sales Managers and VPs[Slideshare] 12 Must Ask Questions for Sales Managers and VPs
[Slideshare] 12 Must Ask Questions for Sales Managers and VPs
 
20 Motivational Sales Quotes from Sports Legends
20 Motivational Sales Quotes from Sports Legends 20 Motivational Sales Quotes from Sports Legends
20 Motivational Sales Quotes from Sports Legends
 
Sales management
Sales managementSales management
Sales management
 
10 Must-Ask Questions for Staffing & Recruiting Managers
10 Must-Ask Questions for Staffing & Recruiting Managers 10 Must-Ask Questions for Staffing & Recruiting Managers
10 Must-Ask Questions for Staffing & Recruiting Managers
 
8 Things The Top 1% Of Sales Reps Do Differently
8 Things The Top 1% Of Sales Reps Do Differently8 Things The Top 1% Of Sales Reps Do Differently
8 Things The Top 1% Of Sales Reps Do Differently
 
Pipeline Management: Success with CRM
Pipeline Management: Success with CRMPipeline Management: Success with CRM
Pipeline Management: Success with CRM
 
Best Lead Distribution Methods for Optimal Sales Performance
Best Lead Distribution Methods for Optimal Sales PerformanceBest Lead Distribution Methods for Optimal Sales Performance
Best Lead Distribution Methods for Optimal Sales Performance
 
13 Pervasive (And Totally Wrong) Myths About Sales Reps
13 Pervasive (And Totally Wrong) Myths About Sales Reps13 Pervasive (And Totally Wrong) Myths About Sales Reps
13 Pervasive (And Totally Wrong) Myths About Sales Reps
 
What is Sales 2.0?
What is Sales 2.0? What is Sales 2.0?
What is Sales 2.0?
 

Similar to The Secrets of Funnel Management

The Secrets of Sales Operations Heroes
The Secrets of Sales Operations HeroesThe Secrets of Sales Operations Heroes
The Secrets of Sales Operations HeroesDarren Cunningham
 
Lucidera Salesforce User Group
Lucidera Salesforce User GroupLucidera Salesforce User Group
Lucidera Salesforce User GroupDarren Cunningham
 
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEraCso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEraDarren Cunningham
 
Selling Power: Is Your Pipeline Fact, Fiction, or Fantasy
Selling Power: Is Your Pipeline Fact, Fiction, or FantasySelling Power: Is Your Pipeline Fact, Fiction, or Fantasy
Selling Power: Is Your Pipeline Fact, Fiction, or FantasyDarren Cunningham
 
Sales Management 2 0: Metrics Not Hunches
Sales Management 2 0: Metrics Not HunchesSales Management 2 0: Metrics Not Hunches
Sales Management 2 0: Metrics Not HunchesDarren Cunningham
 
Business Analytics: The Next Level of CRM Success
Business Analytics: The Next Level of CRM SuccessBusiness Analytics: The Next Level of CRM Success
Business Analytics: The Next Level of CRM SuccessDarren Cunningham
 
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
 
Technology businesses Maximise Sale Value
Technology businesses Maximise Sale ValueTechnology businesses Maximise Sale Value
Technology businesses Maximise Sale ValueMark Ostryn
 
CallidusOSForrester Webinar July 21 - FINALFINAL
CallidusOSForrester Webinar July 21 - FINALFINALCallidusOSForrester Webinar July 21 - FINALFINAL
CallidusOSForrester Webinar July 21 - FINALFINALLaura Roach
 
The Importance of Sales Enablement & Operations for an SDR Program
The Importance of Sales Enablement & Operations for an SDR ProgramThe Importance of Sales Enablement & Operations for an SDR Program
The Importance of Sales Enablement & Operations for an SDR ProgramSales Hacker
 
How to Build a Proven Sales Process for Selling Software to Enterprises
How to Build a Proven Sales Process for Selling Software to EnterprisesHow to Build a Proven Sales Process for Selling Software to Enterprises
How to Build a Proven Sales Process for Selling Software to EnterprisesLandslide Technologies
 
Cdc crmp gbbr_sales_suite_us
Cdc crmp gbbr_sales_suite_usCdc crmp gbbr_sales_suite_us
Cdc crmp gbbr_sales_suite_usPivotal CRM
 
How to Use Technology to Build a World Class Field Sales Organization
How to Use Technology to Build a World Class Field Sales Organization How to Use Technology to Build a World Class Field Sales Organization
How to Use Technology to Build a World Class Field Sales Organization Landslide Technologies
 
Marketing Operations: Hot New Playground for Project Managers
Marketing Operations: Hot New Playground for Project ManagersMarketing Operations: Hot New Playground for Project Managers
Marketing Operations: Hot New Playground for Project ManagersClearAction
 
Overcoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing AutomationOvercoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing AutomationPardot
 
Anaplan and OpenSymmetry Top Sales Planning Best Practices
Anaplan and OpenSymmetry Top Sales Planning Best PracticesAnaplan and OpenSymmetry Top Sales Planning Best Practices
Anaplan and OpenSymmetry Top Sales Planning Best PracticesAnaplan
 
Top right introduction for partners master 130507
Top right introduction for partners master 130507Top right introduction for partners master 130507
Top right introduction for partners master 130507Angie Chesin
 
How Great Sales Managers Minimize Risk to Maximize Impact
How Great Sales Managers Minimize Risk to Maximize ImpactHow Great Sales Managers Minimize Risk to Maximize Impact
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
 
Strategic Planning And Budgeting Part 1: Business Model and Strategy
Strategic Planning And Budgeting Part 1: Business Model and StrategyStrategic Planning And Budgeting Part 1: Business Model and Strategy
Strategic Planning And Budgeting Part 1: Business Model and StrategyKenny Ong
 

Similar to The Secrets of Funnel Management (20)

LucidEra Lead Alchemy
LucidEra Lead AlchemyLucidEra Lead Alchemy
LucidEra Lead Alchemy
 
The Secrets of Sales Operations Heroes
The Secrets of Sales Operations HeroesThe Secrets of Sales Operations Heroes
The Secrets of Sales Operations Heroes
 
Lucidera Salesforce User Group
Lucidera Salesforce User GroupLucidera Salesforce User Group
Lucidera Salesforce User Group
 
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEraCso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
 
Selling Power: Is Your Pipeline Fact, Fiction, or Fantasy
Selling Power: Is Your Pipeline Fact, Fiction, or FantasySelling Power: Is Your Pipeline Fact, Fiction, or Fantasy
Selling Power: Is Your Pipeline Fact, Fiction, or Fantasy
 
Sales Management 2 0: Metrics Not Hunches
Sales Management 2 0: Metrics Not HunchesSales Management 2 0: Metrics Not Hunches
Sales Management 2 0: Metrics Not Hunches
 
Business Analytics: The Next Level of CRM Success
Business Analytics: The Next Level of CRM SuccessBusiness Analytics: The Next Level of CRM Success
Business Analytics: The Next Level of CRM Success
 
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
 
Technology businesses Maximise Sale Value
Technology businesses Maximise Sale ValueTechnology businesses Maximise Sale Value
Technology businesses Maximise Sale Value
 
CallidusOSForrester Webinar July 21 - FINALFINAL
CallidusOSForrester Webinar July 21 - FINALFINALCallidusOSForrester Webinar July 21 - FINALFINAL
CallidusOSForrester Webinar July 21 - FINALFINAL
 
The Importance of Sales Enablement & Operations for an SDR Program
The Importance of Sales Enablement & Operations for an SDR ProgramThe Importance of Sales Enablement & Operations for an SDR Program
The Importance of Sales Enablement & Operations for an SDR Program
 
How to Build a Proven Sales Process for Selling Software to Enterprises
How to Build a Proven Sales Process for Selling Software to EnterprisesHow to Build a Proven Sales Process for Selling Software to Enterprises
How to Build a Proven Sales Process for Selling Software to Enterprises
 
Cdc crmp gbbr_sales_suite_us
Cdc crmp gbbr_sales_suite_usCdc crmp gbbr_sales_suite_us
Cdc crmp gbbr_sales_suite_us
 
How to Use Technology to Build a World Class Field Sales Organization
How to Use Technology to Build a World Class Field Sales Organization How to Use Technology to Build a World Class Field Sales Organization
How to Use Technology to Build a World Class Field Sales Organization
 
Marketing Operations: Hot New Playground for Project Managers
Marketing Operations: Hot New Playground for Project ManagersMarketing Operations: Hot New Playground for Project Managers
Marketing Operations: Hot New Playground for Project Managers
 
Overcoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing AutomationOvercoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing Automation
 
Anaplan and OpenSymmetry Top Sales Planning Best Practices
Anaplan and OpenSymmetry Top Sales Planning Best PracticesAnaplan and OpenSymmetry Top Sales Planning Best Practices
Anaplan and OpenSymmetry Top Sales Planning Best Practices
 
Top right introduction for partners master 130507
Top right introduction for partners master 130507Top right introduction for partners master 130507
Top right introduction for partners master 130507
 
How Great Sales Managers Minimize Risk to Maximize Impact
How Great Sales Managers Minimize Risk to Maximize ImpactHow Great Sales Managers Minimize Risk to Maximize Impact
How Great Sales Managers Minimize Risk to Maximize Impact
 
Strategic Planning And Budgeting Part 1: Business Model and Strategy
Strategic Planning And Budgeting Part 1: Business Model and StrategyStrategic Planning And Budgeting Part 1: Business Model and Strategy
Strategic Planning And Budgeting Part 1: Business Model and Strategy
 

More from Darren Cunningham

5 Signs You Need to Re-Think Your Data Integration Strategy
5 Signs You Need to Re-Think Your Data Integration Strategy5 Signs You Need to Re-Think Your Data Integration Strategy
5 Signs You Need to Re-Think Your Data Integration StrategyDarren Cunningham
 
SnapLogic Elastic Integration Platform as a Service (iPaaS)
SnapLogic Elastic Integration Platform as a Service (iPaaS)SnapLogic Elastic Integration Platform as a Service (iPaaS)
SnapLogic Elastic Integration Platform as a Service (iPaaS)Darren Cunningham
 
[Infographic] Why Are CIOs Getting SMACT?
[Infographic] Why Are CIOs Getting SMACT? [Infographic] Why Are CIOs Getting SMACT?
[Infographic] Why Are CIOs Getting SMACT? Darren Cunningham
 
Introducing the SnapLogic Integration Cloud
Introducing the SnapLogic Integration CloudIntroducing the SnapLogic Integration Cloud
Introducing the SnapLogic Integration CloudDarren Cunningham
 
Cloud-Con: Informatica Vibe and Cloud Integration for the Hybrid Enterprise
Cloud-Con: Informatica Vibe and Cloud Integration for the Hybrid EnterpriseCloud-Con: Informatica Vibe and Cloud Integration for the Hybrid Enterprise
Cloud-Con: Informatica Vibe and Cloud Integration for the Hybrid EnterpriseDarren Cunningham
 
Powering the Boundary-Free Enterprise with Cloud Data Management
Powering the Boundary-Free Enterprise with Cloud Data ManagementPowering the Boundary-Free Enterprise with Cloud Data Management
Powering the Boundary-Free Enterprise with Cloud Data ManagementDarren Cunningham
 
Eliminate SaaS Sprawl with Cloud Integration
Eliminate SaaS Sprawl with Cloud IntegrationEliminate SaaS Sprawl with Cloud Integration
Eliminate SaaS Sprawl with Cloud IntegrationDarren Cunningham
 
Informatica Cloud Winter 2013 - Data Integration and Data Quality
Informatica Cloud Winter 2013 - Data Integration and Data QualityInformatica Cloud Winter 2013 - Data Integration and Data Quality
Informatica Cloud Winter 2013 - Data Integration and Data QualityDarren Cunningham
 
Informatica Cloud @ Dreamforce 2012
Informatica Cloud @ Dreamforce 2012Informatica Cloud @ Dreamforce 2012
Informatica Cloud @ Dreamforce 2012Darren Cunningham
 
Power the Connected Enterprise with Cloud Integration and Master Data Managem...
Power the Connected Enterprise with Cloud Integration and Master Data Managem...Power the Connected Enterprise with Cloud Integration and Master Data Managem...
Power the Connected Enterprise with Cloud Integration and Master Data Managem...Darren Cunningham
 
Informatica Cloud Data Replication for Salesforce
Informatica Cloud Data Replication for SalesforceInformatica Cloud Data Replication for Salesforce
Informatica Cloud Data Replication for SalesforceDarren Cunningham
 
Informatica Cloud Customer Success: Uponor
Informatica Cloud Customer Success: UponorInformatica Cloud Customer Success: Uponor
Informatica Cloud Customer Success: UponorDarren Cunningham
 
Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...
Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...
Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...Darren Cunningham
 
Accelerate #Salesforce Integration with Informatica Cloud and Mansa Systems
Accelerate #Salesforce Integration with Informatica Cloud and Mansa SystemsAccelerate #Salesforce Integration with Informatica Cloud and Mansa Systems
Accelerate #Salesforce Integration with Informatica Cloud and Mansa SystemsDarren Cunningham
 
Salesforce Integration: Talking the Pain out of Data Loading
Salesforce Integration: Talking the Pain out of Data LoadingSalesforce Integration: Talking the Pain out of Data Loading
Salesforce Integration: Talking the Pain out of Data LoadingDarren Cunningham
 
LA Salesforce.com User Group: Shopzilla and Informatica Cloud
LA Salesforce.com User Group: Shopzilla and Informatica CloudLA Salesforce.com User Group: Shopzilla and Informatica Cloud
LA Salesforce.com User Group: Shopzilla and Informatica CloudDarren Cunningham
 
Cloud Integration: Oracle EBS and Salesforce.com
Cloud Integration: Oracle EBS and Salesforce.comCloud Integration: Oracle EBS and Salesforce.com
Cloud Integration: Oracle EBS and Salesforce.comDarren Cunningham
 
Informatica Cloud Dreamforce 2011 Overview
Informatica Cloud Dreamforce 2011 OverviewInformatica Cloud Dreamforce 2011 Overview
Informatica Cloud Dreamforce 2011 OverviewDarren Cunningham
 
Hybrid IT: The Importance of Integration to Salesforce Success
Hybrid IT: The Importance of Integration to Salesforce SuccessHybrid IT: The Importance of Integration to Salesforce Success
Hybrid IT: The Importance of Integration to Salesforce SuccessDarren Cunningham
 
Salesforce Integration Best Practices: How to Avoid SaaS Silos
Salesforce Integration Best Practices: How to Avoid SaaS SilosSalesforce Integration Best Practices: How to Avoid SaaS Silos
Salesforce Integration Best Practices: How to Avoid SaaS SilosDarren Cunningham
 

More from Darren Cunningham (20)

5 Signs You Need to Re-Think Your Data Integration Strategy
5 Signs You Need to Re-Think Your Data Integration Strategy5 Signs You Need to Re-Think Your Data Integration Strategy
5 Signs You Need to Re-Think Your Data Integration Strategy
 
SnapLogic Elastic Integration Platform as a Service (iPaaS)
SnapLogic Elastic Integration Platform as a Service (iPaaS)SnapLogic Elastic Integration Platform as a Service (iPaaS)
SnapLogic Elastic Integration Platform as a Service (iPaaS)
 
[Infographic] Why Are CIOs Getting SMACT?
[Infographic] Why Are CIOs Getting SMACT? [Infographic] Why Are CIOs Getting SMACT?
[Infographic] Why Are CIOs Getting SMACT?
 
Introducing the SnapLogic Integration Cloud
Introducing the SnapLogic Integration CloudIntroducing the SnapLogic Integration Cloud
Introducing the SnapLogic Integration Cloud
 
Cloud-Con: Informatica Vibe and Cloud Integration for the Hybrid Enterprise
Cloud-Con: Informatica Vibe and Cloud Integration for the Hybrid EnterpriseCloud-Con: Informatica Vibe and Cloud Integration for the Hybrid Enterprise
Cloud-Con: Informatica Vibe and Cloud Integration for the Hybrid Enterprise
 
Powering the Boundary-Free Enterprise with Cloud Data Management
Powering the Boundary-Free Enterprise with Cloud Data ManagementPowering the Boundary-Free Enterprise with Cloud Data Management
Powering the Boundary-Free Enterprise with Cloud Data Management
 
Eliminate SaaS Sprawl with Cloud Integration
Eliminate SaaS Sprawl with Cloud IntegrationEliminate SaaS Sprawl with Cloud Integration
Eliminate SaaS Sprawl with Cloud Integration
 
Informatica Cloud Winter 2013 - Data Integration and Data Quality
Informatica Cloud Winter 2013 - Data Integration and Data QualityInformatica Cloud Winter 2013 - Data Integration and Data Quality
Informatica Cloud Winter 2013 - Data Integration and Data Quality
 
Informatica Cloud @ Dreamforce 2012
Informatica Cloud @ Dreamforce 2012Informatica Cloud @ Dreamforce 2012
Informatica Cloud @ Dreamforce 2012
 
Power the Connected Enterprise with Cloud Integration and Master Data Managem...
Power the Connected Enterprise with Cloud Integration and Master Data Managem...Power the Connected Enterprise with Cloud Integration and Master Data Managem...
Power the Connected Enterprise with Cloud Integration and Master Data Managem...
 
Informatica Cloud Data Replication for Salesforce
Informatica Cloud Data Replication for SalesforceInformatica Cloud Data Replication for Salesforce
Informatica Cloud Data Replication for Salesforce
 
Informatica Cloud Customer Success: Uponor
Informatica Cloud Customer Success: UponorInformatica Cloud Customer Success: Uponor
Informatica Cloud Customer Success: Uponor
 
Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...
Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...
Salesforce Integration in Manufacturing: Getting Sales and Operations on the ...
 
Accelerate #Salesforce Integration with Informatica Cloud and Mansa Systems
Accelerate #Salesforce Integration with Informatica Cloud and Mansa SystemsAccelerate #Salesforce Integration with Informatica Cloud and Mansa Systems
Accelerate #Salesforce Integration with Informatica Cloud and Mansa Systems
 
Salesforce Integration: Talking the Pain out of Data Loading
Salesforce Integration: Talking the Pain out of Data LoadingSalesforce Integration: Talking the Pain out of Data Loading
Salesforce Integration: Talking the Pain out of Data Loading
 
LA Salesforce.com User Group: Shopzilla and Informatica Cloud
LA Salesforce.com User Group: Shopzilla and Informatica CloudLA Salesforce.com User Group: Shopzilla and Informatica Cloud
LA Salesforce.com User Group: Shopzilla and Informatica Cloud
 
Cloud Integration: Oracle EBS and Salesforce.com
Cloud Integration: Oracle EBS and Salesforce.comCloud Integration: Oracle EBS and Salesforce.com
Cloud Integration: Oracle EBS and Salesforce.com
 
Informatica Cloud Dreamforce 2011 Overview
Informatica Cloud Dreamforce 2011 OverviewInformatica Cloud Dreamforce 2011 Overview
Informatica Cloud Dreamforce 2011 Overview
 
Hybrid IT: The Importance of Integration to Salesforce Success
Hybrid IT: The Importance of Integration to Salesforce SuccessHybrid IT: The Importance of Integration to Salesforce Success
Hybrid IT: The Importance of Integration to Salesforce Success
 
Salesforce Integration Best Practices: How to Avoid SaaS Silos
Salesforce Integration Best Practices: How to Avoid SaaS SilosSalesforce Integration Best Practices: How to Avoid SaaS Silos
Salesforce Integration Best Practices: How to Avoid SaaS Silos
 

Recently uploaded

Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...
Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...
Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...lizamodels9
 
Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...
Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...
Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...lizamodels9
 
MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?Olivia Kresic
 
Innovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdfInnovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdfrichard876048
 
Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...
Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...
Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...lizamodels9
 
Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024Kirill Klimov
 
BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,
BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,
BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,noida100girls
 
2024 Numerator Consumer Study of Cannabis Usage
2024 Numerator Consumer Study of Cannabis Usage2024 Numerator Consumer Study of Cannabis Usage
2024 Numerator Consumer Study of Cannabis UsageNeil Kimberley
 
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City GurgaonCall Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaoncallgirls2057
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCRashishs7044
 
/:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In...
/:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In.../:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In...
/:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In...lizamodels9
 
Digital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdfDigital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdfJos Voskuil
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfRbc Rbcua
 
Call Girls Miyapur 7001305949 all area service COD available Any Time
Call Girls Miyapur 7001305949 all area service COD available Any TimeCall Girls Miyapur 7001305949 all area service COD available Any Time
Call Girls Miyapur 7001305949 all area service COD available Any Timedelhimodelshub1
 
Islamabad Escorts | Call 03070433345 | Escort Service in Islamabad
Islamabad Escorts | Call 03070433345 | Escort Service in IslamabadIslamabad Escorts | Call 03070433345 | Escort Service in Islamabad
Islamabad Escorts | Call 03070433345 | Escort Service in IslamabadAyesha Khan
 
Buy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail AccountsBuy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail AccountsBuy Verified Accounts
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckHajeJanKamps
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03DallasHaselhorst
 
Intro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdfIntro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdfpollardmorgan
 
Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...
Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...
Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...ictsugar
 

Recently uploaded (20)

Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...
Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...
Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...
 
Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...
Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...
Call Girls In Radisson Blu Hotel New Delhi Paschim Vihar ❤️8860477959 Escorts...
 
MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?
 
Innovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdfInnovation Conference 5th March 2024.pdf
Innovation Conference 5th March 2024.pdf
 
Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...
Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...
Call Girls In Connaught Place Delhi ❤️88604**77959_Russian 100% Genuine Escor...
 
Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024Flow Your Strategy at Flight Levels Day 2024
Flow Your Strategy at Flight Levels Day 2024
 
BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,
BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,
BEST Call Girls In Greater Noida ✨ 9773824855 ✨ Escorts Service In Delhi Ncr,
 
2024 Numerator Consumer Study of Cannabis Usage
2024 Numerator Consumer Study of Cannabis Usage2024 Numerator Consumer Study of Cannabis Usage
2024 Numerator Consumer Study of Cannabis Usage
 
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City GurgaonCall Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
 
/:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In...
/:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In.../:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In...
/:Call Girls In Indirapuram Ghaziabad ➥9990211544 Independent Best Escorts In...
 
Digital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdfDigital Transformation in the PLM domain - distrib.pdf
Digital Transformation in the PLM domain - distrib.pdf
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdf
 
Call Girls Miyapur 7001305949 all area service COD available Any Time
Call Girls Miyapur 7001305949 all area service COD available Any TimeCall Girls Miyapur 7001305949 all area service COD available Any Time
Call Girls Miyapur 7001305949 all area service COD available Any Time
 
Islamabad Escorts | Call 03070433345 | Escort Service in Islamabad
Islamabad Escorts | Call 03070433345 | Escort Service in IslamabadIslamabad Escorts | Call 03070433345 | Escort Service in Islamabad
Islamabad Escorts | Call 03070433345 | Escort Service in Islamabad
 
Buy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail AccountsBuy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail Accounts
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03
 
Intro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdfIntro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdf
 
Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...
Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...
Global Scenario On Sustainable and Resilient Coconut Industry by Dr. Jelfina...
 

The Secrets of Funnel Management

  • 1. You Got New Game? Secrets of Funnel Management in a Sales 2.0 World Gerhard Gschwandtner, Selling Power Mark Sellers, Breakthrough Sales Performance Ken Rudin, LucidEra
  • 2.
  • 3.
  • 4.
  • 5. Got New Game? The Secrets of Funnel Management in a 2.0 World © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 6.
  • 7.
  • 8.
  • 9.  
  • 10. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Funnel metrics vs fiction Deal metrics Sales call metrics
  • 11. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Traditional Funnel – Selling Activity Focus Prospect Qualify Make Presentations Submit Proposal Close Monitor Results
  • 12. A buying funnel and a selling funnel © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Buying Process Order Order Selling Process
  • 13. Merge the two funnels © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Order Buying Process Selling Process
  • 14. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 15.
  • 16.
  • 17. The Path to Execution: The 8-Step Process © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 18.
  • 19.
  • 20. CRM Alone is Only Half of the Solution Copyright © 2008 LucidEra – All rights reserved Unpredictable revenues and missed forecasts One-dimensional CRM & Excel reports do not deliver critical revenue trends Lack of time, budget and resources for “ business intelligence” Buyers recognize that actionable information is the elusive but greatest value they gain from customer management tools and technologies. “ ” The Customer Management Market Sizing Report, 2007–2012, June 2008
  • 21. Analytics: The Critical Second Half of CRM Copyright © 2008 LucidEra – All rights reserved In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers – but what they want is insight. ” “
  • 22.
  • 23. But Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…
  • 24. But Do You Have the Right Metrics? .406 The Old Way…
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.

Editor's Notes

  1. For VPs of Sales, what was optional yesterday is required today to compete effectively and hit your number. You may have heard of Sales 2.0, but how does this new reality actually translate to increased revenues? It's time to rethink the traditional sales funnel and put in place the performance metrics you need to predictably grow the business and avoid unwanted surprises.