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He not only lost his argument with the Board, but also his job. Frank's replacement Sue Hunt was hired, not for her leadership of technology, sales or operations, but because she knew how to be a customer. The Leaky Funnel is the story of Sue's journey as she leads her team to uncover and then remove the roadblocks that prevent HardBits from earning new customers. The metaphor of the funnel has been used by sales management for many years, yet the idea of a funnel that leaks is a twist - if an obvious one. Likewise, The Leaky Funnel draws on both established practice and genuine departure. The Leaky Funnel is an extremely accessible story, which uses this story of discovery to reveal an innovative approach to planning, managing and benchmarking the Sales and Marketing functions as a co-ordinated resource. The false starts, dead ends, and genuine discovery are dealt with in an easy narrative style. Through Sue's clear-headed leadership, the reader is introduced to this innovative planning framework and the many useful management principles that support it.
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