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. Funnels: Best Practices in Measuring
Sales Velocity in Salesforce
Andrea Wildt, VP Products &
Marketing, Full Circle CRM
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2. The Typical Marketing Demand Funnel
Inquiry
Marketing Qualified
Lead
Sales Accepted
Lead
Sales Qualified
Lead
Closed
Won
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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
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4. The Funnel is Not Linear
TRADITIONAL LINEAR TODAY’S MARKETING IS
SALES FUNNEL MULTI-TOUCH
NEW LEADS
PROSPECTS
CUSTOMERS
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