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- Best Practices As you well know, a company’s ability to achieve its quarterly revenue objectives is highly determined by the quality and size of its sales funnel. In fact most CEO’s and sales executives spend a significant portion of their time reviewing their sales funnel to determine which sales opportunities are likely to close this or the next quarter. However, our experience has been that the quality and size of the Sales Funnel is totally dependent on the quality and number of leads that feed into the sales funnel. Traditionally, marketing works to provide leads for the Sales Organization. However, there are two major issues with this approach: Most marketing professionals do not have a sales background and may not have a very good idea of what kinds of leads are likely to close. Even when these marketing professionals know what kind of leads to pass to the Sales Organization, they may still pass on unqualified leads because they are not setup to do any further qualification. There is a missing Link that would connect these two funnels–actually, there are two Funnels missing that would connect Marketing with Sales. Quality Sales Pipelines are built when Four Funnels Best Practices are in place,…
Delivering Predictable Revenue Growth.
Find out how the SOMAmetrics Four Funnels System enables you to more predictably achieve your revenue goals.
With a wide range of clients and broad industry experience, SOMAmetrics brings critical expertise and resources to help companies achieve predictable revenue growth, year after year.
Read the definitive source on business to business Teleprospecting
Overview A fundamental shift we see in Business-to-Business (B2B) sales is that prospecting and sales results seem to have turned for the worse. Lead conversion rates are lower; sales cycles are longer; and closing ratios are not what they used to be. We hear many Sales and Marketing executives complain that “solution selling” and other sales methodologies are no longer …Read More