Where is my next project coming from? Sales pipeline management for freelancers and small agencies
summary
Shows a concrete sales funnel spreadsheet approach: assign stages, probabilities and compute expected value so a $50k average project and a $500k revenue goal implies ~10 wins from ~100 opportunities. Recommends daily/weekly/monthly outreach tasks, qualify leads with BANT (budget, authority, need, timing), skim RFPs fast and use an aggregator like RFPmark.com, and be selective about 8–16 hour proposal investments and realistic sales hire total‑comp planning.
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chapters (9)
- 0:00Start
- 2:22Sales Funnels
- 3:59Sales Funnel
- 7:08Tactics
- 10:31Budgets
- 24:17Plan Ahead
- 26:02How Involved Are You in Sales
- 26:55Who Am I Bringing into the in-Person Sales Meetings
- 27:54Is a Drupal Event a Good Place To Find Drupal Customers
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