Question: What if your company is struggling and you need to grow sales but can’t afford to spend cash on marketing?

First thing I’d do is look very closely at the sales funnel. Are the stages of the sales funnel aligned with the buyer’s journey? Are the right tactics being used at different stages of the funnel to advance buyers? Are my conversion rates at certain points in the funnel higher than they should be? Can the lag time between stages be reduced in anyway? Do I know how many orders or deals I need within the financial period to reach my revenue target? What is the leakage rate at each stage and what tactics are being used to nurture those buyers so at some point they will re-enter the funnel?

In most cases a close examination and analysis of the sales funnel will uncover multiple opportunties for improvement that will result in higher rate of wins and more efficient use of sales and marketing resources.

Chuck Besondy, Principal, OneAccord.
512.692.9642
chuck.besondy(at)oneaccordpartners.com