Chief Outsiders

JULY 14, 2023

Part 5: Moving Your KPI Levers Into Alignment Managing a sales team can be a lonely job these days. Just a few years ago, the energy in a typical sales office was positively electric.

Sales 246

Sales Sales KPI Energy 246

Harvard Business Review

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. This year, I retired the funnel — threw it a party, gave it a gold watch, and congratulated it on its move to a condo in Florida. For another, the funnel fails to capture momentum. clu/Getty Images. It was the right thing to do.

Sales Funnel 15

Sales Funnel Sales Sales B2C 15

Harvard Business Review

JULY 12, 2012

After 12 months, 500 interviews, and 20 hires, I hired a graduate student from MIT to run a regression analysis, correlating the interview scores to success in our sales funnel. Today, as we hire 5 to 10 sales reps per month, I sleep better knowing this process is established. The hiring began.

Sales 16

Sales Sales Sales Funnel Scaling 16

Harvard Business Review

APRIL 20, 2016

Despite taking the faux-curmudgeonly attitude of an anthropologist exploring the strange world of business dudes — is a sales funnel really that much of a novelty? Dan Lyons’s book Disrupted is an often-delightful tour through startup culture, based on the author’s experience working at online marketing firm HubSpot.

Marketing 14

Marketing Sales Funnel Media Advertising 14

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed.

B2B 15

B2B Sales Sales Sales Funnel 15

Harvard Business Review

MAY 14, 2014

It takes up energy, and “prevents our ability to solve anything.”. I suggested we each learn more about each other’s part of the sales funnel,” he says, but the effort went nowhere. You should also resist the temptation to think about the situation as black-or white: you’re right and the other person is wrong.

Sales Funnel 15

Sales Funnel Workflows Sales Sales 15

Peter Winick

MAY 4, 2023

I created a sales funnel to like create a process and, and figure out my qualified leads and move people through the pipeline. So I guess my argument is not necessarily that you can could or should kind of splatter your energy everywhere. Christina Wallace It’s kind of in some ways I back sold for that to be honest.

Sales Funnel 130

Sales Funnel Metrics Accounts Marketing 130