Our base step definition for the opportunity funnel is:


Prospecting | Qualification | Need Analysis | Value proposition | Identified Decision makers | Perception analysis Proposal/Price quote | Negotiation/Review | Closed Won | Closed Lost


We adopt five key metrics to measure the health of your funnel:

  1. Number of opportunities in the funnel
  2. The rate at which you are acquiring these opportunities – or arrival rate
  3. The total weighted funnel value ($)
  4. Average amount of time prospects are in the funnel until acquired - Flow rate (days).
  5. Average percentage of closes - or win rate




Expect deviations from your regular approach to an opportunity funnel when dealing with Brazil based leads and prospects. Rejection comes in its peculiar mode , usually quite late in the process. To the same token, intent and evaluation phases tend to be rather quick .

Finally, a purchasing decision and a contract signature can be significantly separated in time.



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