Pipeline Velocity Analyzer
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ABCDEFGHIJKLMNOPQRSTUVWXYZ
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(# of open deals) x (win rate) x (average deals size)
average sales cycle
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Variable = # of open dealsSetup Steps
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Firm 1Firm 2Step 1: Adjust the highlighted variable for "Firm 2" for each of the 4 scenarios
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# of open deals240200Step 2: Decide which of the 4 variables you can impact the most
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win rate10%10%
Step 3: Develop a 90 day plan focused on improving this variable while making sure all other variables stay constant
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average deal size$25,000$25,000
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average sales cycle150150To download the sheet go to "File" --> "Download as"
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pipeline velocity$4,000$3,333
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Variable = win rate
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Firm 1Firm 2
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# of open deals200200
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win rate12%10%
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average deal size$25,000$25,000
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average sales cycle150150
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pipeline velocity$4,000$3,333
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Variable = average deal size
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Firm 1Firm 2
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# of open deals200200
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win rate10%10%
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average deal size$30,000$25,000
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average sales cycle150150
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pipeline velocity$4,000$3,333
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Variable = average sales cycle
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Firm 1Firm 2
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# of open deals200200
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win rate10%10%
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average deal size$25,000$25,000
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average sales cycle125150
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pipeline velocity$4,000$3,333
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