Sales Process: Sales Funnel vs. Sales Pipeline
Sales Process: The Difference Between a Sales Funnel and a Sales Pipeline
Sales Process: By Steve Reeves, Sunday, 24 June 2012
Sales Process: The Difference Between a Sales Funnel and a Sales Pipeline:
To most people Sales Funnel and Sales Pipeline are two sides of the same coin. Both refer to a strategy for turning prospects into customers. Check our Sales Management coaching tutorials for much more information and ideas.
Personally I like to think there’s a difference between a Funnel sales strategy and a Pipeline sales strategy. The choice of whichever is appropriate depends upon both “sales model” – how it works in your business -and “sales philosophy” – how the individual sales guy likes to work.
Sales Funnel people are the ones playing the numbers game. For example in my first computer industry job I was told for every 100 phone calls I should expect to get 10 demonstrations and for every 10 demonstrations I would get one sale. It was simple – the more calls, the more sales. So the funnel goes from 100, to 10, to 1. Sales Funnels are typically based on activity rates – do more things and hope some of them work. Nice thought, but it’s never worked for me.
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