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Overview of Funnel Principle process

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  • 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
  • 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.
  • The past 12 months have been hard on senior sales leaders!!
  • The funnel has achieved rock star status among senior sales executives
  • Like a heart rate monitor for the athlete, the funnel provides the salesperson and sales manager leading indicator information – it’s 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!
  • 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.
  • The Funnel Audit Worksheet© is a simple, powerful tool for managers and salespeople to conduct the Funnel Audit™
  • Tfp Corporate Message Slides

    1. 1. The Funnel Principle Story<br />Mark Sellers sales consulting since 1996<br />Author, The Funnel Principle<br />The only book 100% dedicated to describing a business process for managing the sales funnel <br />The BuyCycle Funnel™<br />Published February 2008<br />
    2. 2. “A terrific book!”<br />Gerhard Gschwandtner <br />Publisher, Selling Power Magazine <br />
    3. 3. The Funnel Principle Story<br />Singular focus on the funnel<br />5 Step System for Sales Transformation™<br />Proven effective around the world – European, Asia-Pac, and North American salesforces<br />Clients include Whirlpool, Honeywell, Tenneco, Medex Medical, Cardinal Health, Veyance (Goodyear), Mass Mutual, Microchip Technology, Smith & Nephew, RadiSys, West Pharmaceutical<br />
    4. 4. What is The Funnel Principle?<br />A process… <br />for consistently winning new sales and accelerating sales through the customer’s buying process<br />for achieving annual sales objectives like quota<br />
    5. 5. Funnel Principle Selling©5 Principles<br />5 principles based on the customer buying process<br />Problem <br />People <br />Money<br />Motivations<br />Alternatives<br />
    6. 6. “What does our pipeline look like???”<br />
    7. 7.
    8. 8. Why so important? <br />#1<br />
    9. 9. Why the Funnel? <br />Funnel = net new sales<br />Quota depends on net new sales<br />Unites several selling functions<br />Leading indicator data<br />
    10. 10. Sales Issues<br />Inaccurate forecasting<br />Not prospecting enough<br />Poor qualification<br />Spending too much time on the wrong deals<br />Product mix issues <br />Relying too much on existing accounts for net new sales<br />Not setting the right priorities for deals<br />Not using CRM effectively<br />No coaching or misguided coaching<br />Not challenging the customer’s intentions<br />Investing sales resources without customer commitment <br />
    11. 11. Prospect<br />Qualify<br />Make Presentations<br />Submit Proposal<br />Close<br />Post Sale Implementation<br />Traditional Funnel Stages<br />
    12. 12. Problems with a Selling Activity Focus<br />Creates poor understanding of the customer’s buying process<br />Obscures important cues in the customer’s buying process<br />Leads to untimely selling activities<br />Promotes ineffective qualification<br />Provides misleading/inflated funnel value<br />Makes customer feel like they’re being “sold”<br />
    13. 13. Use The Funnel To Align Selling And Buying <br />Customer actions<br />Seller actions<br />
    14. 14. Leading Indicator <br /><ul><li>Your BuyCycle Funnel™ gives you information you can act on TODAY
    15. 15. ‘Good data’
    16. 16. Necessary for coaching
    17. 17. Critical for planning, priorities, setting goals, and monitoring progress</li></li></ul><li>Funnel Audit™ <br />Scheduled inspection of the funnel’s ability to achieve quota <br />Diagnosis<br />Action Plan<br />
    18. 18. Action Plan<br />Each Funnel Audit leads to a specific 30–60 day Action Plan<br />Priorities and time management are identified <br />

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