Find the stage that's worth the most.
Every step from first touch to signed deal, plus retention and expansion, rolled into your ARR three years out. Enter your rates and a target for each, and see which one moves the number most. Start from a $25M, $100M or $250M example company, then make every number your own.
These are your estimates. See your real numbers.
The Growth Diagnostic measures every step of this funnel from your own CRM, by rep and team, against your best performers. Then Sadie opens a play on every gap, with an owner and a due date, and checks each week that the number moved.
We're opening Greenwake to a small group of revenue leaders first. Send your numbers and Matt will reply personally.
Three streams, one number.
What are the stages of a B2B sales funnel?
Greenwake's standard funnel has eleven steps from first touch to a signed deal. Sales development: activity, meeting scheduled, meeting held, lead qualified, and sales accepted (SAL). Sales: discovery, sales qualified (SQL), demo, proposal, verbal and contract review, then closed won or lost. Every CRM's own stage names map onto these.
What is the difference between SAL and SQL?
A sales accepted lead (SAL) is one the sales team agrees is worth working: "should we work it?" A sales qualified lead (SQL) is one where discovery found a real deal: a problem worth solving, a buyer and a path to budget. SAL comes before discovery; SQL comes after it.
Which funnel stage is worth the most?
The one with the biggest gap between how you convert today and how you could. Because funnel rates multiply, a 10% gain at any stage adds the same 10% to deals won; what differs is how much room each stage has. Compare each stage with your best rep or your best quarter, then size the gap in dollars.
How do new business, retention and expansion add up to revenue?
Next year's recurring revenue is this year's, plus new business won, plus expansion, minus customers lost and downsell. Retention and expansion compound on the whole base every month, so a point of churn saved is often worth more over three years than a point of conversion at any single stage.
How does Greenwake use the funnel?
The Growth Diagnostic measures every step from your own CRM, by rep and team, and sizes each one against your best performers. Sadie, Greenwake's revenue agent, then opens a play for the deal or meeting stuck at each step, with an owner and a due date, and checks each week that the number moved.