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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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