Tag: Funnel

The Leaky Funnel

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The Leaky Funnel is the marketing strategy book authored by Hugh Macfarlane. This business novel is packed with fresh, key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources. The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is …

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Permanent link to this article: http://www.learnsale.com/sales-training/sales-call-planning/the-leaky-funnel/

The Leaky Funnel

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The Leaky Funnel is the marketing strategy book authored by Hugh Macfarlane. This business novel is packed with fresh, key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources. The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/the-leaky-funnel-2/

The Funnel Principle: What Every Salesperson Must Know About Selling

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Selected by Selling Power Magazine as one of the 10 Best Books to Read in 2010! For years, sales executives have viewed the sales funnel, a.k.a. the pipeline, as a tool that salespeople might use to keep track of accounts and opportunities. That is, something nice to have but not necessary to run the business. …

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Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/the-funnel-principle-what-every-salesperson-must-know-about-selling/