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I'm trying to set up a sales funnel that would help us properly track our deals. I want to be able to glance at it and know how we're doing as a business. I set one up a while back and what I found with it was that people were advancing very quickly through the first couple stages and then getting stuck in the middle. Because of the natural 'bump in the middle' shape, it wasn't obvious just by looking at it that we weren't getting in enough new leads. (We assumed that because people advanced so quickly to the middle stages that this shape was just fine).
Here's the funnel as it stands now:
Qualified
Pain Identified
Budget identified
Proposal
Negotiation
Won
Am I missing anything? Should I remove anything?
One thing that I'm not sure what to do with:
In our sales process, there is a key moment where we get the prospect on our side - they become an advocate for us. (said another way: we get on their side, and they know it...we form a partnership) Depending on other factors, of course, (budget, etc) this is usually the 'make or break' moment in the sales process. Regardless of what the deal turns out as, we're very likely to do some sort of deal with them at some point. Conversely, if we're not able to get this to happen, the entire deal will be an uphill struggle, and is pretty unlikely to happen. Is this a sales stage? or is it something else?
Here's the funnel as it stands now:
Qualified
Pain Identified
Budget identified
Proposal
Negotiation
Won
Am I missing anything? Should I remove anything?
One thing that I'm not sure what to do with:
In our sales process, there is a key moment where we get the prospect on our side - they become an advocate for us. (said another way: we get on their side, and they know it...we form a partnership) Depending on other factors, of course, (budget, etc) this is usually the 'make or break' moment in the sales process. Regardless of what the deal turns out as, we're very likely to do some sort of deal with them at some point. Conversely, if we're not able to get this to happen, the entire deal will be an uphill struggle, and is pretty unlikely to happen. Is this a sales stage? or is it something else?
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