Funnels: Best Practices in Measuring    Sales Velocity in Salesforce      Andrea Wildt, VP Products &       Marketing, Ful...
The Typical Marketing Demand Funnel                  Inquiry            Marketing Qualified                   Lead        ...
Maximizing the Value of the Funnel                                                   100,0000                   Inquiry   ...
The Funnel is Not LinearTRADITIONAL LINEAR   TODAY’S MARKETING IS   SALES FUNNEL         MULTI-TOUCH     NEW LEADS     PRO...
Conversion Rates Through the Funnel                                  #MMR
Velocity Through the Funnel                              #MMR
It’s Not Only the Marketing Funnel MARKETING     TELESALES     SALES  FUNNEL        FUNNEL      FUNNEL                    ...
4 Key Metrics to Consider1•   Volume2•   Conversion Rates3•   Velocity•4    Average Deal Size                             ...
#MMR•   Andrea Wildt•   VP Products & Marketing•   Full Circle CRM•   @andrea_wildt
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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.

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

  1. 1. Funnels: Best Practices in Measuring Sales Velocity in Salesforce Andrea Wildt, VP Products & Marketing, Full Circle CRM #MMR
  2. 2. The Typical Marketing Demand Funnel Inquiry Marketing Qualified Lead Sales Accepted Lead Sales Qualified Lead Closed Won #MMR
  3. 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. 4. The Funnel is Not LinearTRADITIONAL LINEAR TODAY’S MARKETING IS SALES FUNNEL MULTI-TOUCH NEW LEADS PROSPECTS CUSTOMERS #MMR
  5. 5. Conversion Rates Through the Funnel #MMR
  6. 6. Velocity Through the Funnel #MMR
  7. 7. It’s Not Only the Marketing Funnel MARKETING TELESALES SALES FUNNEL FUNNEL FUNNEL #MMR
  8. 8. 4 Key Metrics to Consider1• Volume2• Conversion Rates3• Velocity•4 Average Deal Size #MMR
  9. 9. #MMR• Andrea Wildt• VP Products & Marketing• Full Circle CRM• @andrea_wildt

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