Stay in the latest updates. Get the latest tips and advice delivered straight to your inbox. Email Guy Nirpaz | November 30, 2011 | Top-of-Funnel Strategy Another tip from VP sales at Hubspot Mark Roberge at the Sales 2.0 convention re top-of-funnel strategy. Mark recommends on keeping the top-of-funnel as wide as possible and worry about the filtering and the quality further down at the funnel. Most companies don’t know what type of a customer will convert and this will allow tracking a whole bunch of data that can be analyzed later. However, the danger in that strategy is when passing all those customers to your sales team, it could lead to ineffectiveness and waste of their time so it is recommended to use filtering at this stage so that the most quality stuff is being transferred. As mentioned in my previous post: “Top 3 Metrics to Measure Customer Engagement“, there are ways to set your filters by. Choosing the right metrics and measuring them correctly will assist in screening out the non potential buyers and keep the high potential ones is essential to any successful SaaS business. Once the data is gathered and there are more and more leads you can continue optimizing this process. Tomorrow I will publish another tip by Mark Roberge regarding how to pick your sales model – zero touch vs. low touch vs. high touch. To read the full transcription of the video, click here Want to know which metrics are usually used in top and bottom of funnel? Download SaaS Business Survey Results Video Transcription: Mark Roberge. VP of sales at Hubspot. I highly recommend at the top of the funnel keeping it as wide as possible and worry about the the filtering and the quality further down to the funnel, and the reason being is especially when you are stunning out and most people are starting out with inbound. You actually have no idea who’s going to work out, what type of marketing tactics are going to work, what types of buyers are going to actually work well in your funnel, so keeping it why it is, possible allows you to capture a whole bunch of data to see what actually progresses through. The danger in that strategy comes when you pass everything to the sales team, because that can lead to a lot of ineffectiveness in recent time by that sales team so with that process you want to have a lot of filtering to make sure that the most quality staff is actually getting down to the sales team. And as you gather data and gather more and more leads, you will continue to optimize that process. Popular Posts A day in the life of a Customer Success Manager: What do they do? 15,902 views The difference between Customer Success Managers and Account Managers 12,963 views Your 90 day plan as a new VP of Customer Success 5,518 views Guy Nirpaz Guy Nirpaz is a Silicon Valley-based Israeli entrepreneur and CEO of Totango, a Customer Success software platform. A pioneer in the Customer Success field, Guy established the Customer Success Summit and is a well-regarded industry speaker and community contributor. Guy loves people and technology and has dedicated his career to improving the way in which business is done through innovation. Fun Facts: Guy moonlights as the lead guitarist in a rock band based out of his garage in Palo Alto and used to command a tank battalion...as well as having grown oranges. Pingback: Best of 2011: SaaS Best Practices and Customer Analytics() Pingback: Presenting – the SaaS Resource Center() Pingback: SEOmoz conversion isn’t as great as it seems() professional web design Love this strategy – works well and easy to implement! Thanks for your helpful and informative article profesional web design Love this strategy – works well and easy to implement! Thanks for your helpful and informative article You might also like You might also likeGrowth Hacking with User BehaviorTotango Named a Finalist in Three Categories for 2016 CODiE AwardsEasy-to-miss customer success blunders that can cost you customers BACK TO BLOG | NEXT ARTICLE Let's stay in touch! We’re passionate about customer success. Sign up to get the latest in thought leadership and to follow our adventures.