The goal is to inform decisions and increase Pipeline Velocity.

Analytics must inform decisions about how and where to spend marketing and sales dollars. There are four variables in the equation for Pipeline Velocity. If one of these variables can be improved, you make more money.

Download this resource: A simple pipeline calculator in excel to help you track your goals and the impact on revenue. (Click the image)

HubSpot has recently launched a user friendly data visualization platform allowing executives, marketers and sales managers to make more data driven investments.

Methodology: My role is to create four dashboards, each with 6-8 “visual tiles” related to the pipeline velocity equation. These dashboards will be used to take your marketing automation data on the offensive.

I will also provide recommendations on how to improve your Customer Data Model (what you collect about buyers and how you use it to inform decisions) and tactics for increasing your pipeline velocity.

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Velocity Dashboard 1: New Opportunities

Important questions to be addressed:

• How many sales qualified opportunities are we getting per month?
• What sources (investments) yield the most opportunities?
• Who are they (persona?)
• What do they want to buy (product)?
• What reps are getting the highest deal volume?

Velocity Dashboard 2: Win rate

Important questions to be addressed

• Which reps have the highest win rate?
• What sources have the highest win rate?
• What persona’s have the highest win rate?
• Which products have the highest win rate?
• Why are we losing deals (loss codes)?

Velocity Dashboard 3: Deal Amount

Important questions to be addressed.

• Average deal size?
• Reps with highest deal size?
• Sources of highest deal size?
• Personas with highest deal size?
• Products with highest deal size?

Velocity Dashboard 4: Time to Close

Important questions to be addressed:

• Average time to close?
• Time spent in each pipeline stage?
• Sources of lowest time to close?
• Personas with lowest time to close?
• Reps with lowest time to close?

Questions or Feedback? Please send me a personal email: max@maxtraylor.com Or call me with your questions: 508-479-9877

You can also use the form on this page to schedule a brainstorm on the dashboards that are right for you.

Nick Fishman | CMO at EmployeescreenIQ

Max is our go to subject matter expert when it comes to digital marketing and lead generation. His grasp of best practices, analytics and real world experience is invaluable to our marketing efforts.