What are we missing in sales? And why aren't more people talking about this? with Duane Dufault

Selling Saas

Duane discussed the importance of conducting regular funnel analysis for marketing and sales. He suggested that this should be done at least once a month and could be done as often as once a week, depending on the sales cycle and the number of exposures for the marketing and sales cycles. Additionally, he mentioned that there is a version of this analysis that can be done on a per-rep basis to get more detailed insights.

He then discussed why it is important to have a process like this in place and mentioned the two pipeline approaches he has discussed in the past. Finally, he mentioned that more information on the metric manager can be found on the website.

Remember, two key outcomes of Revops and data in your GTM

• Shows you where the holes are.
• Makes the fix obvious to see.

Duane: "Data provides answers to questions about your business; you just have to know what questions to ask. Stay paranoid"

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