We Must Sell Our Way Out Of This

Bruce Brownlee

Bruce Brownlee

Product Manager, Glimpse.SX Analytical Products

We must sell our way out of this pandemic, we cannot cut our way out, deliver our way out, we have to sell our way out.  The way we will go to market will be different, Zoom Selling will prevail for some time, and the old way of doing things simply will not work anymore.  If we have learned nothing else, we have learned that accurate, timely and clean data is critical to making the right decisions, with immediacy.  Your focus must be shortest time to maximum profit!  

Lord Kelvin got it right – I often say that when you can measure what you are speaking about, and express it in numbers, you know something about it; but when you cannot express it in numbers, your knowledge is of a meagre and unsatisfactory kind… 

Blackstone+Cullen delivers an advanced framework to get the right data, at the right time, clean it, aggregate it, and deliver it to the right people for near real time decisions.  We are focused on driving revenue ASAP.   

We have developed a very informative Guide to Leads Pipelines for the CMO as step one in the Demand Gen/Lead Gen process.   

This guide 

  • shows how to calculate four key types of conversion rates,  
  • illustrates lead source yields with real examples, and  
  • explains how to use a leads pipeline model to optimize marketing spend. 


Included with the guide is a leads pipeline model, implemented in Excel.  You can find all the example data and model components from the guide in this Excel workbook. 

You can plug in your own data into the Excel workbook to build your own pipeline model and forecast your own sales in any future month.   

In addition, there is a complete set of Marketing Pipeline dashboards that allow you to do “what if” analysis to get to your optimum demand/lead gen spend. 


We have hundreds of these dashboards in our “day one ready” portfolio set by your role or by your industry to get you to Maximum Profit in the Shortest Time.   


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