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Where do our deals tend to drop off?

  • March 20, 2023
  • 2 replies
  • 75 views
kstanforth
Clari
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Hypothetical question: It’s week 3 of your quarter. Do your marketing, sales, and enablement teams know where your deals typically fall out of the funnel? 🌪 Are they collaborating to prevent this leak in the future? 💧

 

We’re asking Clari in our cadence this week: “Where do our deals tend to drop off?” 📉

 

In addition to being everyone’s favorite LinkedIn influencer, Kyle Coleman heads up marketing at Clari and uses Funnel to answer this question for his team:

 

Link in comments if you want to try it out for yourself. 👇🏼 

 

If your teams are NOT asking this question yet — what questions can WE answer to make it happen?

Katie Stanforth
Kenna
NicoleA
Erin Yzquierdo

2 replies

dding
Clari
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  • ddingClari
  • Clari
  • March 23, 2023

As a CSM, I see this as a common question my customers are always asking. Especially the late-stage, commit deals. Being able to inspect those deals and then group by owner or any other field has unlocked important conversations internally. 

Dennis Ding
kstanforth
Ashley Hickey
Lizzie Rupp
jparawan
Clari
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  • jparawanClari
  • Clari
  • April 17, 2023

Another neat ‘trick’ to isolate x stage/forecast category conversion rates is to ‘uncheck’ all other buckets. For example, I may have 35% Stage 2 opps converting to Stage 3, but when I uncheck all stages between Stage 2 and Closed Won, now I have a direct conversion analysis from Stage 2 → Won, which could be lower (e.g. 28%).

Jason Parawan - Sr. CSM
kstanforth
Andrew Pitman
Lizzie Rupp
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