Today I want to share a different perspective that I have been implementing in different teams at SquadS Ventures. Inspired by my love for the reMarkable tablet (thanks Daniel Soldan for one of the best gifts ever), I have created a sketch that I have already used three times with different teams. This approach is not only innovative, but also highly actionable.
Transforming the Traditional Sales Funnel
The goal of this new approach is to evangelize about abandoning the typical, traditional sales funnel. Instead, I propose a model that invites live insights, using the recency variable as the main grouper. This is the same “R” of the RFM model that highlights the importance of the recency of ecommerce purchasing habits and data in general. EmBlue, for example, uses this “R” in its polynomial to understand south korea phone number data a contact’s propensity to chat based on their recent activity, categorizing them into “new,” “recent,” “dormant,” “inactive,” or “expired.” Here are the key points of this new view of the funnel:
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It is nothing more than a cohort analysis that groups deals weekly by their creation date.
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If you manage Pivot Tables in Excel or Google Sheets, you can use the “creation date” dimension with “Weekly” format to group the different deals.
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The columns are simply the different stages of progress in the funnel where you count the number of deals that are in each stage.
This approach encourages you to view data in a way that prioritizes immediate action and efficiency. Let’s break down these points to better understand how they can transform your business management.
Contextualizing the New Commercial Funnel
Cohort analysis is a powerful technique that allows you to group deals by their creation date. This gives you a clear view of how deals behave over time. Instead of seeing a static funnel, you see a dynamic flow that shows you how fast or slow your deals are moving.
Using Pivot Tables in Excel or Google Sheets is a simple yet effective way to implement this analysis. By grouping deals by week, you can quickly identify which deals are the most recent and therefore the most actionable. This allows you to focus your efforts on the deals that are most likely to close soon.
Cohort Analysis: A Dynamic Approach
Cohort analysis is nothing more than a way of grouping data to see how it behaves over time. In this case, how to plan successful digital launches in 2024? we are grouping deals by their creation date. This allows you to see how deals move through the funnel and gives you a clear idea of which ones are the most recent and therefore the most actionable.
To implement this, you just need to manage Pivot Tables in Excel or Google Sheets. You can use the “creation date” dimension with “Weekly” format to group the different deals. This gives you a clear view of how the deals are moving
The columns in your Pivot Table will be the different stages of progress in your funnel. This allows you to see how many deals are in each stage and gives you a clear idea of how they are moving through the funnel. It’s a simple but effective way hong kong lists to manage your leads and make sure you’re focusing your efforts on the most actionable deals.