Raymond Nesa's Articles in Sales - Free Reprint Articles

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Raymond Nesa's Articles in Sales

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Importance of a Sales Funnel The notion of a "funnel" is an apt metaphor to look at the process of selling. Prospects go into the top of the funnel, the big part, and then we winnow away at the unqualified prospects, gradually cultivating them through a sales process, until an order comes out of the bottom of the funnel. A simple enough concept, but not necessarily so simple in practice.In order to have an effective "funnel" prospects need to move through it, and move through it a rate fast enough to provide the desired number of orders at the other end. This means that the funnel has to be both big enough to hold the necessary amounts of prospects and process them, but fluid enough to keep things moving. The goal is not to have a big funnel but to have an efficient one.To manage the "sales funnel" properly, you need several things

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