Interim marketing executive, Chuck Besondy, explains how to take advantage of the opportunity of leads that leak from the sales funnel pipeline. This simple sales funnel step can significantly improve sales.
I was speaking with an executive the other day who repeated the concerns of her management team that their existing market was too small [...]

by Chuck Besondy
The revenue funnel isn’t the sole domain of sales or marketing. CFO’s should be as familiar with their company’s funnel structure and metrics as any sales executive or marketing executive. Here’s why.
1. Funnel modeling tools provide the best way for marketing, finance, and sales to talk the same language during planning and [...]

by Chuck Besondy
In case you didn’t notice your customers are buying differently today than they did last year. The differences could be subtle or obvious, but if you observe closely you’ll see that the process they follow to make a buying decision–the buyers’ journey’–has changed.
If your selling process and sales funnel structure haven’t adapted [...]

Here are five fundamental questions that too few B2B sales or marketing execs can answer and as a result they are flying blind.

What is your average (or mean) deal size expected to be in 2009?
How many deals-contracts-orders do you need to win to achieve your revenue objective?
How many weeks does it take to convert a [...]

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 [...]

Chuck Besondy is a principal at One Accord Partners and is co-author of Leadership on Demand: How Smart CEO’s Tap Interim Management to Drive Revenue. You can read more about Interim Sales and Marketing Management by Chuck Besondy at his blog One Riot-One Ranger.

When the going gets tough, the tough fine-tune their sales funnel processes [...]