Jun 272012

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 Funnels

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.

sales process




To Discuss how these Solutions will add value for you, your organization and/or your clients, Affinity/Resale Opportunities, and/or Collaborative Efforts, Please Contact:

Tom McDonald, tsm@centurytel.net; 608-788-5144; Skype: tsmw5752

sales process, McDonald Sales and Marketing, LLC