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Oct. 26, 2011

Brian MacIver and 2 other people answered this question

A key funnel/pipeline metric many speak of is velocity. How do you actually measure velocity?

Thanks for your reply, Bob. We have more agreement than disagreement! ;-)
The Key is the following of the Buyers Process, and in this case Sales Velocity means not slowing the Buyer down. When we manage Sales people, it is IMO more helpful to measure ... more

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Nov. 10, 2010

Peter Johnston and 13 other people answered this question

Is the funnel still a relevant metaphor for the b2b sales and marketing process?

I believe that the effectiveness of marketing automation software depends on the view of the sales and marketing processes taken by that company. An insight can be gained from Craig Rosenberg’s recent work on sales funnels. The version put forward by Steve Woods of Eloqua ... more

June 7, 2010

john cholewa and 1 other person answered this question

What sales funnel software do you use?

I have experience with Microsoft Dynamics CRM. It is a web based product that satifies your sales funnel requirements but also comes with an exceptional architecture to build customizations upon. The ability to customize without actually modifying the code (so you can upgrade later) really ... more

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