Funnels: Best Practices in Measuring Sales Velocity in Salesforce - 2013 B2B Modern Marketing Roundup

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Funnels: Best Practices in Measuring Sales Velocity in Salesforce - 2013 B2B Modern Marketing Roundup

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Full Circle CRM's VP of Products, Andrea Wildt shares best practices in measuring sales velocity in Salesforce.com. Presented at the 2013 Modern Marketing Roundup in Seattle with Heinz Marketing.

Full Circle CRM's VP of Products, Andrea Wildt shares best practices in measuring sales velocity in Salesforce.com. Presented at the 2013 Modern Marketing Roundup in Seattle with Heinz Marketing.

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  • 1. Funnels: Best Practices in Measuring Sales Velocity in Salesforce Andrea Wildt, VP Products & Marketing, Full Circle CRM #MMR
  • 2. The Typical Marketing Demand Funnel Inquiry Marketing Qualified Lead Sales Accepted Lead Sales Qualified Lead Closed Won #MMR
  • 3. Maximizing the Value of the Funnel 100,0000 Inquiry 10 10% days 900 Marketing Qualified Closed Won Lead Deals 20 60% Sales Accepted days Lead 30 50% Sales Qualified days 10K Lead avg deal size 20 30% Closed days Won $9M in 80 days #MMR
  • 4. The Funnel is Not LinearTRADITIONAL LINEAR TODAY’S MARKETING IS SALES FUNNEL MULTI-TOUCH NEW LEADS PROSPECTS CUSTOMERS #MMR
  • 5. Conversion Rates Through the Funnel #MMR
  • 6. Velocity Through the Funnel #MMR
  • 7. It’s Not Only the Marketing Funnel MARKETING TELESALES SALES FUNNEL FUNNEL FUNNEL #MMR
  • 8. 4 Key Metrics to Consider1• Volume2• Conversion Rates3• Velocity•4 Average Deal Size #MMR
  • 9. #MMR• Andrea Wildt• VP Products & Marketing• Full Circle CRM• @andrea_wildt