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Tfp Corporate Message 際際滷s
- 1. The Funnel Principle StoryMark Sellers sales consulting since 1996Author, The Funnel PrincipleThe only book 100% dedicated to describing a business process for managing the sales funnel The BuyCycle FunnelPublished February 2008
- 2. A terrific book!Gerhard Gschwandtner Publisher, Selling Power Magazine
- 3. The Funnel Principle StorySingular focus on the funnel5 Step System for Sales TransformationProven effective around the world European, Asia-Pac, and North American salesforcesClients include Whirlpool, Honeywell, Tenneco, Medex Medical, Cardinal Health, Veyance (Goodyear), Mass Mutual, Microchip Technology, Smith & Nephew, RadiSys, West Pharmaceutical
- 4. What is The Funnel Principle?A process for consistently winning new sales and accelerating sales through the customers buying processfor achieving annual sales objectives like quota
- 5. Funnel Principle Selling息5 Principles5 principles based on the customer buying processProblem People MoneyMotivationsAlternatives
- 6. What does our pipeline look like???
- 8. Why so important? #1
- 9. Why the Funnel? Funnel = net new salesQuota depends on net new salesUnites several selling functionsLeading indicator data
- 10. Sales IssuesInaccurate forecastingNot prospecting enoughPoor qualificationSpending too much time on the wrong dealsProduct mix issues Relying too much on existing accounts for net new salesNot setting the right priorities for dealsNot using CRM effectivelyNo coaching or misguided coachingNot challenging the customers intentionsInvesting sales resources without customer commitment
- 11. ProspectQualifyMake PresentationsSubmit ProposalClosePost Sale ImplementationTraditional Funnel Stages
- 12. Problems with a Selling Activity FocusCreates poor understanding of the customers buying processObscures important cues in the customers buying processLeads to untimely selling activitiesPromotes ineffective qualificationProvides misleading/inflated funnel valueMakes customer feel like theyre being sold
- 13. Use The Funnel To Align Selling And Buying Customer actionsSeller actions
- 14. Leading Indicator Your BuyCycle Funnel gives you information you can act on TODAY
- 15. Good data
- 17. Critical for planning, priorities, setting goals, and monitoring progressFunnel Audit Scheduled inspection of the funnels ability to achieve quota DiagnosisAction Plan
- 18. Action PlanEach Funnel Audit leads to a specific 3060 day Action PlanPriorities and time management are identified
Editor's Notes
- #4: 14 year sales consulting veteranFunnel expertiseBreakthrough has the most complete funnel management product and capabilities of any company in the industryThe only book dedicated 100% to making the case for and showing how to create a business process approach to managing the sales funnel
- #6: These 5 principles form the foundation for the opportunity management system. Every sales opportunity strategy should be formed around these 5 principles because they concisely represent how the customer buys.
- #7: The past 12 months have been hard on senior sales leaders!!
- #8: The funnel has achieved rock star status among senior sales executives
- #15: Like a heart rate monitor for the athlete, the funnel provides the salesperson and sales manager leading indicator information its information that can be acted on to direct the salesperson to different priorities and actions necessary to achieve sales objectives. The funnel is your future revenue stream. If you want to know what the future will look like (e.g. your sales) look at your funnel!
- #16: A monthly inspection of the funnel. With the Audit the salesperson is constantly aware of how the funnel changes, and how he or she must also change priorities and actions.
- #17: The Funnel Audit Worksheet息 is a simple, powerful tool for managers and salespeople to conduct the Funnel Audit