Understand how to map your funnel and track your lifecycle stages for conversion and velocity to identify areas for optimization, so that you can progress leads from prospect to closed won faster and drive more revenue.
Inside the eBook
Insights to Chart Your Path
Map Your Funnel
“Define your lifecycle stages, keeping these separate from the intermediary statuses that could take place within each one. Set up tracking using a custom object in the CRM for lifecycle stages, using flows to trigger automatic stage updates and time stamps…”
Aligning Marketing and Sales
“As you map your funnel, the Marketing Qualified Lead stage and the process to transition to a Sales Accepted Lead needs to be one that marketing and sales is aligned on. Use a Service Level Agreement to establish your definition of an MQL, including your lead rating based on fit and intent, the lead hand-off process, how sales will follow up, and the number of attempts for follow up…”
“Once teams are aligned, and your funnel has been mapped and integrated into your systems, track the conversion rate and the time span between each stage, to establish a baseline for conversion and velocity. Notice the stalled stages to pinpoint opportunities for optimization. Then once improvements are in place, observe the data to highlight any abnormalities, identifying where adjustments need to be made…”
“The whole goal of funnel mapping is predictability. Having the ability to forecast out, if we generate a lead on a webinar, how long will it take to convert that lead and how much will it cost us to then advance that lead through the funnel, all the way to closed won?…”
Resource for the Journey
When it came time to bring in a partner, it was a no-brainer for me to choose SaaScend again. They are thought leaders who really know what they are doing. —Alicia Balance
