Who it is for
- Founders and sales leads of B2B businesses with one to five people across sales and marketing
- Teams with a CRM that is half-used and a pipeline that looks full but forecasts nothing
- Businesses where marketing brings leads and sales says they are the wrong ones, or the reverse
- Anyone who has been told the problem is the middle of the funnel and is not sure
What you will get done
- Draw your As-Is funnel from real numbers, benchmarked at every gate
- Get a Funnel Health Score with sub-scores for targeting, lead sources, qualification, process, conversion and the learning loop
- Find where the leak actually is, tested against the room's own hunch
- Commit to the actions with the biggest lift, each with an owner, a month and a projected result
How the half day runs.
- BeforePre-work
Three months of counts at each stage, deal value, cycle, spend by channel, and the last ten lost deals with a reason each.
- 10 minThe funnel and your hunch
Seven stages, one shared language, and everyone's hypothesis captured before a number is entered.
- 20 minWho you sell to
The best customers, the segments, the problem each one has, and whether sales and marketing agree.
- 20 minWhere leads come from
Every channel with leads, spend, hours and wins. Where the leads come from against where the wins come from.
- 30 minTop of the funnel
Lead volume, the MQL definition, who decides, and how fast a human replies.
- 30 minMiddle of the funnel
MQL to SQL, SQL to opportunity, what makes a deal real, who runs the call, and where deals stall.
- 30 minBottom of the funnel
Opportunities, proposals, wins, deal value, the cycle, and the last ten deals lost and won against a fixed list of reasons.
- 15 minAfter the sale
Retention, expansion, referrals, onboarding and who owns the customer.
- 15 minDiagnosis
The As-Is funnel against the benchmarks, the Funnel Health Score, where the leak is against the hunch, the findings and the data gaps.
- 30 minAction plan
The actions the numbers point at, owners and timing, and the projected funnel if they land.
What you leave with.
Funnel Health ReportThe score, the As-Is funnel against benchmarks, where the leak is, every finding, the data gaps, channels, loss reasons and the projected funnel.
Sales and Marketing Action PlanEvery selected action with what it fixes, how to do it this week, owner, timing and expected lift, in a 30, 60, 90 day view.- Executive one-page summaryScore, leak, five findings, the plan and the projection on one page for the leadership team.
- Funnel visualsThe As-Is and projected funnels side by side, as an image for your own slides.
- Funnel data workbookInputs, derived numbers, findings and the plan in a spreadsheet, with a blank monthly tracker that calculates the gate rates for you.
- Session fileReopen the workshop for the follow-up and update the numbers.
What to bring
- The founder or CEO, whoever runs sales, and whoever runs marketing. Three to five people works best.
- Three months of counts: leads, MQLs, SQLs, opportunities, proposals and wins, plus average deal value and typical cycle.
- Spend and hours per channel per month, and the last ten lost deals with a one-line reason each.
- Customers at the start of last year and how many left. Estimates are fine; a blank is recorded as a gap.
Format
- Virtual, or at your offices. Virtual sessions run over a video call with the workshop on screen.
- Sessions in Auckland offices carry no travel cost. Outside Auckland, travel costs are agreed with you before the day.
- Facilitated by BabylonSixty.
3.5 hours, invoiced when your date is confirmed and paid before the workshop. No minimum term.
- Three and a half hours of live facilitation, virtual or at your offices
- A pre-work list a week ahead and a 20-minute call to check the numbers
- Every artefact listed above, sent within 24 hours
- A 30-minute follow-up call at day 30 to review the tracker
Questions people ask.
What if we do not have the numbers?
Then the workshop finds that out and says so. Every question accepts "don't know", and every gap becomes a finding and an action. Most teams have more than they think once they open the CRM.
How is the funnel benchmarked?
Each gate is compared to an indicative range for B2B SMB and services businesses, such as 13% to 20% for MQL to SQL, with the source named. Where no reliable third-party figure exists the range is a BabylonSixty working range and is labelled as one.
Can it run virtually?
Yes. BabylonSixty runs the workshop over a video call with the tool on screen. Everyone sees the same funnel fill up as the numbers go in.
Do you travel outside Auckland?
Yes. Sessions in Auckland offices carry no travel cost. Outside Auckland, travel costs are agreed with you before the day.
Is there a free version?
Yes. The Sales Funnel Health Check on this site asks ten questions and gives you the score, the leak and the first findings in about three minutes. The workshop goes deeper on channels, loss reasons and the plan, with the whole team in the room.
Is the price plus GST?
Yes. NZD 1,500 plus GST, invoiced when your date is confirmed and paid before the workshop date. There is no minimum term.
Not ready for the workshop?
Take the free Sales Funnel Health Check: ten questions, about three minutes, and you get the score, the leak and the first findings on the spot.
Half Day Power GTM Enablement Workshop
Once the funnel is fixed, the Half Day Power GTM Enablement Workshop gets the whole team telling the same story, with an agreed ideal customer, a battlecard and a 90-day roadmap. See the Half Day Power GTM Enablement Workshop →