SWS_Blog_EP#62_3 Steps to More Revenue With the Right Sales Funnel Analysis, with Matt O

3 Steps to More Revenue With the Right Sales Funnel Analysis, with Matt Ostanik, Episode #62


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We’ve all seen graphic representations of the sales funnel, which is one of the reasons most people clearly understand the concept. But understanding the concept is not the same thing as doing a thorough sales funnel analysis. My guest on this episode, Matt Ostanik and I agree, sales funnel management and analysis is one of the most neglected aspects of the sales cycle – and it’s causing money to be left on the table. In this episode of #SellingWithSocial, Matt shares his sales funnel expertise with us by explaining 3 specific steps every seller or company can take to increase awareness of what’s going on in their funnel which will lead to more closed deals. This is great information you won’t want to miss.

#SalesFunnel management & analysis is one of the most neglected aspects of the #sales cycle. Money is being left on the table. Listen to this episode of #SellingWithSocial w @FunnelWiseMatt & @M_3jR, #CEO of Vengreso #LS2018Click To Tweet

Step One: Make Sure Your Sales Funnel Is Clearly Defined And Communicated

One of the most important things you need to do in order to best analyze your sales funnel is to, first of all, ensure that you have a clear sales funnel blueprint. That means you need to know the stages, steps, or milestones that you take a prospect through on the path to them becoming a happy customer. Map it out clearly and make sure that map is clearly communicated to everyone on the team. If you don’t have a sales funnel blueprint written down, you likely don’t have it defined as clearly as you think you do. But it’s a bigger problem than just being unclear. If you can’t write it down you won’t be able to communicate it effectively to the people responsible for seeing it implemented – your marketing and sales teams. Matt has great tips to share about sales funnel analysis that will help you improve your sales conversions, so listen carefully and take it seriously.

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summit taking place this April 3rd – 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code “Leadership1095” for your deeply discounted rate.

Vengreso AA-ISP Banner Promo for Podcast partnership 930x200

Step Two: Do Sales Funnel Analysis To Know What’s Moving Through Your Funnel

Every salesperson or company can use their CRM to get a deeper understanding of the core metrics about their sales funnels. What are the things to look at?

Once you have these foundational pieces in view you can stitch them together to create a forecast of where your sales process is taking you. That’s how you know the condition of your sales pipeline and figure out where improvements can be made. It’s unusual to find a guy like Matt who is both sales oriented and technically knowledgeable. It’s for that reason his insights are especially valuable. Don’t miss what he’s got to share.

When you know the condition of your #sales #pipeline you know where improvements can be made. Learn how to assess your #SalesFunnel on this episode of #SellingWithSocial w @FunnelWiseMatt & @M_3jR, CEO of Vengreso. #LS2018Click To Tweet

Step Three: Identify Funnel Areas That Need Improvement And Get To Work

After completing a thorough sales funnel analysis you are ready to dig into what the numbers mean. By putting together the different pieces of data you’ve discovered you will find areas that are performing exceptionally well and others that are not. It’s this data that enables you to create a roadmap for improvement, which leads to increased sales conversions. In this episode, Matt explains how this approach enables sales teams to deal with the reality of what is happening in their sales funnel rather than making attempts to change things they don’t understand. You’ll learn how to use individual stats, sales funnel behaviors, and more to improve your buyer’s journey. If you want to improve your sales funnel, the kind of sales funnel analysis Matt is prescribing in this episode is exactly what you need to apply.

How Individual Sales Professionals Can Utilize Sales Funnel Analysis

An individual salesperson makes use of the sales funnel analysis principles Matt shares in this episode, in much the same way a company would. But a primary difference on an individual level has to do with motivation. When an individual seller understands his own sales funnel data and how it compares to the other producers in the company or within the industry, that person is able to discover the small changes that make their work more efficient and enable them to personally close more deals. It’s action based on data, not feelings or intuition, and it’s motivating when you know exactly what you can do to increase your sales effectiveness. Don’t miss this important episode.

When a #seller understands their #SalesFunnel data, they can then make small changes that drive more revenue. Learn how on this episode of #SellingWithSocial w @FunnelWiseMatt & @M_3jR, #CEO of Vengreso. #LS2018 #SalesTipsClick To Tweet

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summit taking place this April 3rd – 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code “Leadership1095” for your deeply discounted rate.

Outline of This Episode

Resources Mentioned

The 10th Annual AA-ISP Leadership Summit – April 3-5, 2018 – use the code “Leadership 1095”

Connect with Mario!

Subscribe to Selling With Social

Apple Podcasts | Stitcher | Google Play

Join Mario at The 10th Annual AA-ISP Leadership Summit – April 3-5, 2018 – and use the code “Leadership 1095” to get a Vengreso-only discount

Vengreso Social Selling Bootcamp

Click to Tweets:

If your #SalesFunnel isn’t clear, your company & #sales leadership will perish. Learn how to clarify your #pipeline w @FunnelWiseMatt & @M_3jR, CEO of Vengreso on #SellingWithSocial. #LS2018 #SocialSellingClick To Tweet
If you can understand the deeper analytics of your #SalesFunnel you can make intelligent changes and improve #sales conversions. How can you assess your #pipeline? @FunnelWiseMatt & @M_3jR, discuss it on #SellingWithSocial. #LS2018 #SocialSellingClick To Tweet

Mario Martinez Jr.

Mario is the CEO and Founder of Vengreso. He spent 85 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce.com documentary film “The Story of Sales” launched in 2018.  He was also named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant.  Mario is the host of the popular The Modern Selling Podcast.

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