Using a sales funnel model is a good way to track your interactions with prospects as your salespeople help them move toward a purchasing decision, writes Mike Kamo, director of marketing for Stride. It's best to set up a funnel that includes only a handful of stages, to track only the most promising prospects and to carefully monitor conversions. "Don't just track overall conversions. Track them for each step of the funnel," Kamo recommends.
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