Chapter 8: Down Funnel Selling
In the last chapter, we covered how to prepare for and execute customer-facing pitches.
While you would prefer that pitches and deals proceed in a linear process from beginning to end, that’s far from the reality. In this chapter, we’ll cover some of the more squirrelly bits of dealing with opportunities that are in a “down-funnel” state, from negotiation, driving urgency, and closing (whether winning or losing—both important), all the way to guidance on how to deal with a pipeline of a dozen, two dozen, or maybe more of these concurrent opportunities.
Chapter Overview
Most relevant during:
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
