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Improving Sales and Marketing with the Sales Funnel
By Olin Thompson, Process ERP Partners

Different sales executives define the sales funnel in different ways.  For the purpose of this discussion, allow us to define how we see the sales funnel.

The sales funnel is not a new tool for the management of the sales process.  Most sales managers use it to understand the sales pipeline and its status.  However, the sales funnel can be an important tool in improving performance.  It can help us identify areas for improvement and understand what actions can help the sales and marketing process to both increase deal flow and lower the cost of sales.  

To leverage the traditional sales funnel, it will help to regard it as the sales and marketing funnel.  Marketing


Olin Thompson is a leading sales & marketing consultat  to application software providers. With 25+  years experience, Olin has been called "The Father of Process ERP". He works with solutions providers, analysts, and the press. To learn more visit www.processerp.com. Contact Olin directly at 401.421.6968 or e-mail: olin@processerp.com

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