Sales Funnel Management tips

How to play right

Hugh Macfarlane — Tue, 09 Jun 2009 09:51:42 +1000

Strategy is about deciding what to do and what not to do. In the same vein, choosing how to play is inextricably linked with choosing where to play. For a business, it comes down to choice – that is, assessing which markets are attractive and which the business is best placed to target.

How to include buyers in your strategy

Hugh Macfarlane — Mon, 15 Jun 2009 09:42:02 +1000

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.

How to make your funnel flow faster

Hugh Macfarlane — Mon, 29 Jun 2009 09:46:48 +1000

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 qualified are your leads?

Hugh Macfarlane — Mon, 01 Jun 2009 11:07:42 +1000

The sales department wants the marketing department to provide more leads. But they want them to be “better qualified”. The real question is, “qualified according to whom?”

How to size your resource load

Hugh Macfarlane — Mon, 22 Jun 2009 09:10:46 +1000

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?