A sales leader we spoke with had a win rate of about 20% and wanted 25%, so he planned to put his next budget into closing.

Then we worked through his whole funnel together, from dials to closed-won. Moving win rate from 20% to 25% lifted his deals won by 25%. Moving his connect rate from 3% to 5% lifted them by 67%.

This video works through that math on a whiteboard, one stage at a time: dials, connects, conversations, meetings, meetings held, sales accepted, and wins.

Here’s what we cover:

• What front-to-back funnel optimization is and why it matters
• The seven stages of the funnel, from dials to closed-won, and the rate at each one
• How much an improvement in each stage actually affects your revenue
• An real example: before and after optimizing different steps of their funnel
• Why doubling dials to 20,000 brings rep churn and weaker lists
• How to find the stage where each extra point moves the most deals

Start at the top. When your reps reach more people, every stage after that has more people in it. When your AEs close a little better, only the last stage changes.