Sales Funnel Management tips

How to allocate limited budget

Hugh Macfarlane — Mon, 08 Feb 2010 09:39:39 +1100

There is never enough money and never enough resources in a business. Whether you work in a multinational corporation with billions of dollars to splash around, or a micro business with only a few staff, budgeting is always tough.

How to include buyers in your strategy

Hugh Macfarlane — Mon, 11 Jan 2010 09:23:40 +1100

Some companies defy convention to become great. Stories abound of businesses that excel through innovative solutions which meet needs that buyers did not even know existed. Think Microsoft or the Sony Walkman, for example.

Do face-to-face meeting quotas work?

Hugh Macfarlane — Mon, 01 Feb 2010 09:25:41 +1100

Salespeople have a reputation for avoiding paperwork and administration. They are also traditionally resistant to the idea of working to a meeting quota. But getting busy and recording the results is precisely the path to sales success.

How to make your funnel flow faster

Hugh Macfarlane — Mon, 25 Jan 2010 09:21:35 +1100

Yes, you can speed up the time it takes for a potential buyer to make the purchase of your product or service. But not by skipping steps along the buyer’s journey.

How to size your resource load

Hugh Macfarlane — Mon, 18 Jan 2010 09:30:06 +1100

If a face-to-face sales call is the most effective tactic to progress buyers from one stage in their journey to the next, should you simply load up the top of your funnel to ensure your sales force is fully occupied?

How to align your marketing to the way businesses buy

Hugh Macfarlane — Fri, 20 Nov 2009 06:34:04 +1100

Hugh was recently in Paris helping Cisco gain additional velocity in the funnels of their partners. He presented along with Martin Lindstrom, William Aruda, Marc Lewis and many others. Prior to the presentation, Hugh gave a short interview introducing the buyer's journey.