Marketing Automation Reporting 

Get measurable results and prove ROI with FunnelBud's Marketing Automation and Sales reporting tools. Measure what works and optimize your inbound marketing and sales processes. Multiply your sales output.

Measure each stage of your sales process

We help you define, measure and optimize your sales process. Create a step-by-step sales process that takes leads from first touch to closed deal and thereafter. Measure each step to find and eliminate bottlenecks. Understand which parts of your sales process you can automate. We help you automate and measure the results.

By regularly measuring, finding and addressing bottlenecks, you will optimize each step of your inbound sales process. A small improvement in each step will yield exponential results in sales output.

Case study: How a B2B company optimized their marketing and sales process

An enterprise software vendor had the following inbound marketing and sales process:

1. Visitors find their blog posts
2. Converts to lead
3. Talk to salesperson
4. Contract and rollout

The management team could not see which specific activities yielded sales results. Every sales person managed the process their own way, with different activities in each step and each sale. Forecasts were rarely on target.

To solve this, the company created a new sales team of three people, with the explicitly stated goal to create a standardized and measurable sales process. To do this, the new process would need to include key activities in each stage, and a way to measure the result of each activity.

The company achieved this by creating a bi-monthly iteration process, where in each iteration the company tried a new key activity to address the most obvious bottleneck they could measure each time.

Two years later, this is how their sales process looked (new activities in bold):

1. Visitors find their blog posts
2. Converts to lead
3. Follow up email that promotes an online presentation
4. Initial phone qualification
5. Joint ROI analysis via shared screen
6. Controlled trial with formalized testing criteria
7. Signed project plan
8. Pilot with pre- and post results benchmarking
9. Contract and rollout

One of the key learnings was that prior to this process, the company was spending considerable time on activities that often didn't yield results. Many of the activities in the new process were designed to address that.

New steps created a natural progression from one step to the next, where objections were proactively anticipated and addressed in an objective and measurable way before they could stall the process.

They also ensure that each step was preceded by clear success criteria, and that decision makers were committed to moving forward if such criteria were met.

Looking at the two sales processes side by side, most experienced sales people find it obvious that the new one should produce dramatically improved results. Yet, until the company started to standardize, formalize and measure each step, they had not been able to create this process. The ability to measure each step made it possible for the company to do this.

The results? They cut average sales cycle time in half. They multiplied the number of deals each salesperson was able to handle. And they multiplied the number of deals per month. (This particular company closed more than $2.3M in new customer revenue from inbound marketing during these two years, with the majority of those coming at the final quarter of that period.)

Will you measure and report on your marketing automation and sales process?

You can travel the same journey, too.

Standardize your sales process and make it measurable. This will allow you to find and address bottlenecks, and continuously improve your sales process. Over time, small incremental improvements in each step will yield big results in output.

We help you implement and use FunnelBud to do achieve similar results. Learn more about FunnelBud below.