Marketing strategy book

The Leaky Funnel is a marketing strategy book authored by Hugh Macfarlane. This business novel is packed with key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources.

The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is based on Hugh's 20 years-plus experience in working with and advising investors, Boards, CEOs, Directors of Sales or Marketing, and other senior managers with products or services that are complex to sell.

The new framework proposed in this marketing strategy book has now been well proven in many leading businesses as a means of accelerating the effectiveness of their endeavours to earn more customers.

Where to buy The Leaky Funnel

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"A curiously entertaining read. The Leaky Funnel strikes at the heart of the single most important issue in any sales business - managing the 'funnel'. This unique approach provides a real solution to improving sales and marketing effectiveness that can be implemented in even the best-run businesses."

John Ruthven. Regional Managing Director, Computer Associates

"At last something different. This is a realistic picture of how sales and marketing get negotiated inside an organisation. The leaky funnel is a great metaphor for B2B marketing in a mature market."

Grahame Dowling. Professor of Marketing, Australian Graduate School of Management

"You'll recognize your associates and cohorts on every page as they work through a truly useful, highly relevant, easy to implement approach to bringing sales and marketing together - get it before your competitor does."

Don Schultz. Professor Emeritus-in-Service, Northwestern University, USA

"... developing a sales and marketing team from the ground up, the process described just made sense. Moving to implementation within our own business was a 'no brainer'!"

Craig McKell. General Manager Business Development, TCNZ Australia

"Within the framework he provides, Macfarlane shows the way to engage the sales and marketing teams in the process of growth. Getting those two groups to work in concert rather than in conflict is a welcome recipe for many CEOs."

Michael Ward. formerly VP of Corporate Relations, OzEmail and CEO, ECOS Corporation

"Reading The Leaky Funnel from cover to cover rewards the reader with a step-by-step understanding of what is required to change a company so it can adopt to the modern customer focused world. The heroes of this story are the directors who chose a CEO from the customer base and gave her the time to understand the problems and bring the staff with her in devising the solutions."

Robert Gottliebsen. National Business Commentator, The Australian

The Leaky Funnel is brought to you by the Sales Funnel management people at MathMarketing

Funnel Logic™ is a sales and marketing planning system used to increase the rate that prospects progress through your sales funnel, and improve sales and marketing effectiveness.

It is the “belief system” which underpins the success of all our clients. At its core are four key principles regarding how sales and marketing planning is conducted in the best-run businesses.

© 2005 MathMarketing, Level 10, 390 St Kilda Road, Melbourne Victoria 3004, Australia
(Producers of the free online sales funnel calculator tool - Funnel Calculator™)

Book and web design by PiXEL iNK MEDiA