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Sales Cycle Management

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Amin Sameni
Amin Sameni

Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success. This is an overview which could help having an idea about them. You need any help, ask me https://www.linkedin.com/in/aminsameni/

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Sales Cycle Management Amin Sameni - Oct 2018 https://www.linkedin.com/in/aminsameni
What is Sales Cycle? The complete selling process of a business, through a journey of different stages from lead generation to close. The sales cycle is the sequence of phases that a typical customer goes through when deciding to buy something. Amin Sameni - Oct 2018
Amin Sameni - Oct 2018
Awareness Discovery ConsiderationPurchase Repurchase Buying Cycle Amin Sameni - Oct 2018 Prospecting Making Contacts Qualifying the lead Nurturing the lead Making an offer Handling objections Closing the deal Selling more products Getting referrals
Why is the sales cycle important? Managing Sales Cycle is managing the sales operation efficiency The length of the cycle shows how effective the sales team is It allows you to prioritize which leads need more time to spent on Amin Sameni - Oct 2018
What could affect Sales Cycle Length Market type Customer segment Product Selling Methodology Deal size Amin Sameni - Oct 2018
What is the sales funnel? It is an illustration of the stages that a prospect goes through before becoming a customer. It describes the part of the sales process where prospects who enter the funnel are nurtured through each stage before making the ultimate purchase decision. Amin Sameni - Oct 2018
Sales Cycle vs. Sales Funnel Amin Sameni - Oct 2018 Sales Cycle is a repeatable set of steps sales team take with a prospect to move them from an early stage to a closed sale. It is a specific sequence of actions that move a prospect from a new lead to a customer. Sales Funnel is the conversion rates of prospects through the sales cycle stages. It represents how prospects move through the buying process. It feeds the Sales Cycle (pipeline)
Sales Cycle vs. Sales Funnel Sales Cycle is relationship oriented (Deals) Sales Funnel is opportunity driven (Leads)
Why is the sales Funnel important? It can help we forecast sales based on current lead volume It can identify where deals are getting stuck so we can improve our process Amin Sameni - Oct 2018
Sales Amin Sameni - Oct 2018
Sales Funnel Amin Sameni - Oct 2018
Top of the funnel Prospect s Amin Sameni - Oct 2018
Middle of the funnel Leads Amin Sameni - Oct 2018
Bottom of the funnel Customers Amin Sameni - Oct 2018
Prospect s Leads Customers Amin Sameni - Oct 2018
Sales Funnel Metrics Leads Volume (Funnel Entry Point) Lead conversion rate = (Number of leads that close) / (Total number of leads) Example 25 leads that close / 100 total leads= 25% lead conversion rate Average Sale (Services per sale) The Duration of the Sales Funnel Process Amin Sameni - Oct 2018
Sales funnel mistakes NOT GETTING ENOUGH PEOPLE INTO YOUR FUNNEL NO BALANCE BETWEEN PROSPECTING AND LEAD MANAGEMENT NOT MEASURING EACH STAGE OF YOUR SALES FUNNEL FAILING TO FOLLOW UP WITH LEADS BEING SO INBOUND THAT YOU DONT CLOSE THE SALE TREATING A SALE AS THE COMPLETION OF THE FUNNEL WASTING BUYING MODE SELLS Amin Sameni - Oct 2018
Thank You Amin Sameni https://www.linkedin.com/in/aminsameni

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Sales Cycle Management

  • 1. Sales Cycle Management Amin Sameni - Oct 2018 https://www.linkedin.com/in/aminsameni
  • 2. What is Sales Cycle? The complete selling process of a business, through a journey of different stages from lead generation to close. The sales cycle is the sequence of phases that a typical customer goes through when deciding to buy something. Amin Sameni - Oct 2018
  • 3. Amin Sameni - Oct 2018
  • 4. Awareness Discovery ConsiderationPurchase Repurchase Buying Cycle Amin Sameni - Oct 2018 Prospecting Making Contacts Qualifying the lead Nurturing the lead Making an offer Handling objections Closing the deal Selling more products Getting referrals
  • 5. Why is the sales cycle important? Managing Sales Cycle is managing the sales operation efficiency The length of the cycle shows how effective the sales team is It allows you to prioritize which leads need more time to spent on Amin Sameni - Oct 2018
  • 6. What could affect Sales Cycle Length Market type Customer segment Product Selling Methodology Deal size Amin Sameni - Oct 2018
  • 7. What is the sales funnel? It is an illustration of the stages that a prospect goes through before becoming a customer. It describes the part of the sales process where prospects who enter the funnel are nurtured through each stage before making the ultimate purchase decision. Amin Sameni - Oct 2018
  • 8. Sales Cycle vs. Sales Funnel Amin Sameni - Oct 2018 Sales Cycle is a repeatable set of steps sales team take with a prospect to move them from an early stage to a closed sale. It is a specific sequence of actions that move a prospect from a new lead to a customer. Sales Funnel is the conversion rates of prospects through the sales cycle stages. It represents how prospects move through the buying process. It feeds the Sales Cycle (pipeline)
  • 9. Sales Cycle vs. Sales Funnel Sales Cycle is relationship oriented (Deals) Sales Funnel is opportunity driven (Leads)
  • 10. Why is the sales Funnel important? It can help we forecast sales based on current lead volume It can identify where deals are getting stuck so we can improve our process Amin Sameni - Oct 2018
  • 14. Middle of the funnel Leads Amin Sameni - Oct 2018
  • 15. Bottom of the funnel Customers Amin Sameni - Oct 2018
  • 17. Sales Funnel Metrics Leads Volume (Funnel Entry Point) Lead conversion rate = (Number of leads that close) / (Total number of leads) Example 25 leads that close / 100 total leads= 25% lead conversion rate Average Sale (Services per sale) The Duration of the Sales Funnel Process Amin Sameni - Oct 2018
  • 18. Sales funnel mistakes NOT GETTING ENOUGH PEOPLE INTO YOUR FUNNEL NO BALANCE BETWEEN PROSPECTING AND LEAD MANAGEMENT NOT MEASURING EACH STAGE OF YOUR SALES FUNNEL FAILING TO FOLLOW UP WITH LEADS BEING SO INBOUND THAT YOU DONT CLOSE THE SALE TREATING A SALE AS THE COMPLETION OF THE FUNNEL WASTING BUYING MODE SELLS Amin Sameni - Oct 2018