Full Circle CRM's VP of Products, Andrea Wildt shares best practices in measuring sales velocity in Salesforce.com. Presented at the 2013 Modern Marketing Roundup in Seattle with Heinz Marketing.

1. Funnels: Best Practices in Measuring
Sales Velocity in Salesforce
Andrea Wildt, VP Products &
Marketing, Full Circle CRM
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2. The Typical Marketing Demand Funnel
Inquiry
Marketing Qualified
Lead
Sales Accepted
Lead
Sales Qualified
Lead
Closed
Won
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3. Maximizing the Value of the Funnel
100,0000
Inquiry
10
10%
days 900
Marketing Qualified Closed Won
Lead Deals
20
60%
Sales Accepted days
Lead
30
50% Sales Qualified days
10K
Lead avg deal size
20
30% Closed
days
Won
$9M in 80 days
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4. The Funnel is Not Linear
TRADITIONAL LINEAR TODAY’S MARKETING IS
SALES FUNNEL MULTI-TOUCH
NEW LEADS
PROSPECTS
CUSTOMERS
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5. Conversion Rates Through the Funnel
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6. Velocity Through the Funnel
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7. It’s Not Only the Marketing Funnel
MARKETING TELESALES SALES
FUNNEL FUNNEL FUNNEL
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8. 4 Key Metrics to Consider
1• Volume
2• Conversion Rates
3• Velocity
•
4 Average Deal Size
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9. #MMR
• Andrea Wildt
• VP Products & Marketing
• Full Circle CRM
• @andrea_wildt