Tuesday, March 10, 2009

Best Practices in Pipeline Velocity?

A client of mine is having challenges forecasting and managing the pipeline. They sell servers and storage (typically smaller deals 25K - 100K).

Was curious what others have traditionally seen in terms of deal cycle times (defined as length of time from qualified lead to deal close) and how they are varying in today’s environment. Would also be interested in understanding typical cycle times…

  • From when customers respond with an interest until they are connected with the appropriate channel/sales rep

  • From sales rep contact to a proposal

  • From proposal to deal close

Also, would be great to get any best practices for segmenting, covering, and tracking these types of deals?


Andy Hasselwander

1 comment:

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