Definitions

Funnel Logic™ is our approach to improving sales and marketing effectiveness. It is the "belief system" which underpins the success of our clients. At its core are four key principles regarding how sales and marketing is conducted in the best-run businesses:

1. The aggregate Sales/Marketing function should build its activities around a clear and singular view of the buyer's journey (not the sales cycle);
2. This journey should be dimensioned (how many prospects will progress through each stage of this journey over time);
3. The plans of Marketing and Sales should detail how they intend (together) to cause this progression; and
4. The actual progression should be measured, so that tactics which work can be bolstered, and those which do not can be shelved.

Funnel Logic™ comes to life with our team, tools and training:

Buyer's journey is the series of stages in the mind of the prospective buyer as they move from being complacent to troubled, to needy, curious, clear and finally content. The buyer's journey differs between industries, businesses and even products. LAG is the time taken (expressed in weeks) by prospective buyers to progress between each stage in this journey.

Leakage is the number of buyers (expressed as a percent) who fail to progress to the next stage within this "Lag" period.

A Funnel is a collection of prospective buyers around which a plan is built.

So, what's next?
Click to see how our three suggestions may help.

MathMarketing's Funnel Logic™ is a strategic marketing planning system used to improve marketing ROI. Our sales effectiveness software will guide your marketing planning process for optimising prospect progression through your marketing and sales funnel. This focus on sales pipeline management will yield improved sales force effectiveness for your organisation.

© 2005 MathMarketing, Level 10, 390 St Kilda Road,
Melbourne Victoria 3004, Australia
(Authors of the marketing strategy book - The Leaky Funnel )