Thursday, May 26, 2011


Sales funnel optimization works best from the bottom up

Most organizations, when they want more sales, immediately look to the top of the pipeline. The answer, they figure, is more leads.

But if you need more sales, the fastest path is at the bottom of the funnel. Free up deals there and you’re far closer to putting cash in your pocket.

Look at your current funnel, especially your Opportunity stages, and you’ll see what I mean. For example:

Proposal/Negotiation Stages

Presentation Stage

Qualified Opportunities

Qualified Leads


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