Do You Have a Sales Funnel in Your Process?

This is how I manage mine. It might seem complex, but the approach is based on years of experience. Chasing deals I'm not going to win is definitely not my idea of fun. First off I differentiate between funnel and pipeline. For me the funnel is individual company/project plans. Each one has a strategy, objective and action plan. But these aren't prospects. They're opportunities I want to turn in to prospects. Once I've done that they go into the pipeline - more on that later. My funnel gets broken down into categories: Targets - companies I'd like to do business with but haven't yet figured out how to do that. ...

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