In this video, examine a concrete example to analyze close dates and stages, and in particular, any inconsistency between those two pieces of information.
- [Instructor] So, in this video…we'll take a concrete example…of how to analyze close dates and stages.…Let's start by assuming…that for our company,…it takes between three to five months…to go through the entire sales cycle.…So for example, for the opportunities…at the prospecting stage,…you could say that it is highly unlikely…that anything will get signed in September,…October and November…and mark those months down by highlighting them in red.…
Then we could go down each stage…and determine the same timeframe of unlikely signatures.…For example, for a needs analysis we could highlight…September and October…and for a value proposition…we could highlight September…and for the others we could say…it's still realistic to imagine…signing a contract in September.…Then having already set the lower end of our timeframe…of three months,…we could set the other end of our range…for the sales cycles, the five months.…
Let's then color the next two months…for each stage in orange,…so for prospecting we'll color December and January.…
- How the pipeline materializes in Salesforce
- Examining a high-level overview of the sales cycle
- Examining qualitative and quantitative measures
- Acquiring and preparing your data
- Creating your report in Salesforce
- Working with qualitative and quantitative reports
- Conducting effective pipeline reviews
- Collaborating with the sales team
Skill Level Intermediate
1. The Sales Cycle and Salesforce Pipeline
2. Acquiring and Preparing Your Data
3. Qualitative Reports
4. Quantitative Reports
5. Conducting Effective Pipeline Reviews
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