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Sales Funnel 101: Pipeline Mathematics

UPDATED 5/8/2020 Nothing in business is guaranteed. But we love, love, LOVE! to find predictability in numbers and metrics. It feels so safe and reliable because ... math. However, the dangers of math are that it becomes quantitative over qualitative. Let me explain. In a typical sales funnel you build from the bottom up. If you want 3 new clients this month, that doesn't just magically happen by wishing for it or pasting it on your dreamboard. You need to go one step up the funnel to how many pitches (or phone calls or proposals or whatever your sales close looks like) you need to get your 3 new clients. And this number is the one that varies so much. I've heard people say they are 100% clo





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