The method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal and requiring a proposal response from previously identified or interested suppliers.

1. Enterprise Sales Funnel
Sales & Marketing

2. Business Platform Success
We design, build, and manage business
platforms by leveraging DataStax,
Sitecore, Salesforce, Quickbooks and
other cloud software.

3. Table of Contents
● Marketing
○ Market Participation
○ Pull
■ Pull Objectives
■ Pull Summary
● Push

4. Enterprise Sales Funnel
● Marketing
○ “Pull”
■ Attracting market to you
○ “Push”
■ Seeking the market

5. Enterprise Sales Funnel
● Market Participation
○ Lean Startup Method
■ Customer Discovery
■ Beta-Testing
■ Refinement
■ Develop Relationships
● Existing Clients
■ Beta-test / freebies
■ Upsell

6. Enterprise Sales Funnel
● Pull
○ Content
■ Book
■ Case Studies
● Use quantifiable metrics that matter to audience
■ Videos
● YouTube improves SEO
■ White Papers
■ Special Reports

7. Enterprise Sales Funnel
● Pull
○ Publicity
■ Articles
■ Journals
■ Mentions
■ Media appearances
● Radio
● TV
■ Speaking engagements
● i.e. TED
● Forums where market of interest is

8. Enterprise Sales Funnel
● “Pull” objectives
○ Create clean, targeted, lists
■ Efficiency
○ Minimize costs
■ Advertising
■ Sales prospecting
○ Create relationships with prospective buyers
○ Create referrals from existing client base
○ Create compelling content in form of Business Case Studies/Business Success
Stories

9. Enterprise Sales Funnel
● Pull
○ Lean Startup Method
■ Customer Discovery
● Helps identify potential future buyers
● Creates a relationship with potential buyers
● Aids in market research
○ Refine product / offering
● Creates awareness in advance

10. Enterprise Sales Funnel
● Pull
○ Lean Startup Method (Continued)
■ Customer Discovery
● Ask interview subjects:
○ Would they like to beta-test / demo your product or service?
○ Who’s the best person you can think of that I can talk about
what we’re doing?

11. Enterprise Sales Funnel
● Pull
○ Content
■ Book
● Goals:
○ AT MINIMUM: Get first name and email address of potential
clients (current or future)
○ Establish:
■ Credibility
■ Celebrity
■ Authority

12. Enterprise Sales Funnel
● Pull
○ Content
■ Book
● Address what’s on target market’s mind
○ See Master Communications Framework Document
● Covertly, a long form sales letter

13. Enterprise Sales Funnel
● Pull
○ Content
■ Book
● Include irresistible offers
○ (i.e. Free gift for buying this book)
■ Free gift means giving their first name + email address for
follow up marketing purposes
● Include anecdotes, and examples of performance
● Include personality in copy

14. Enterprise Sales Funnel
● Pull
○ Content
■ Book
● Entertain them and teach them something new
● If your book is boring no one will care
● If you talk about something that is of no interest to your target
audience they will not care

15. Enterprise Sales Funnel
● Pull
○ Content
■ Case Studies / Business success story
● Act as proof
● GET QUANTIFIABLE METRICS THAT ARE IMPORTANT TO YOUR
TARGET MARKET
● If you can not get metrics, find excellent soft metrics from the project
● Offer on site: Get first name and email in order for them to get link to
it

16. Enterprise Sales Funnel
● “Push”
○ Scraping
■ Dirty
● Lower ROI
○ List purchasing
■ More Targeted
● Better ROI
■ No relationship
○ Cold calling
■ Targeted list
● Otherwise inefficient and dismal ROI

17. Enterprise Sales Funnel
● Marketing
○ Lead generation
● Sales
○ Lead conversion
“You don’t get paid to sell. You get paid to close”
- Grant Cardone

18. Enterprise Sales Funnel
● Marketing and Sales:
○ Need for congruency and properly lining up all steps (Be a good liner, not a good
closer)

19. Enterprise Sales Funnel
● Need for congruency and properly lining up all steps (Be a good liner, not a good closer)
● Each step must successfully move a potential client to the next step.
● Successful execution of each leads revenue generation.

20. Enterprise Sales Funnel
● If you do not properly execute or invest in each step in moving a prospect towards becoming
a client, you lose the sale.

21. Enterprise Sales Funnel
● Or worse, the opportunity for a sale doesn’t even happen.
● It’s not about the sales you miss. It’s about the opportunities you miss which may result from
bad marketing.

22. Enterprise Sales Funnel

23. Enterprise Sales Funnel
● Sales
○ Lead generation is handed off to sales
● Sales Steps
○ Identify
○ Qualify
○ Propose
○ Close

24. Enterprise Sales Funnel
● Sales
○ Identify
■ Identify leads
○ Qualify
■ Vetting opportunities
● Existing opportunity - Beginner
● Discovering hidden opportunities - Intermediate
● Creating opportunities - Advanced

25. Enterprise Sales Funnel
● Sales
○ Qualify (Continued)
■ If opportunities are not possible, if context appropriate:
● Refer to other business that can help them
● Suggest waiting

26. Enterprise Sales Funnel
● Sales
○ Qualify (Continued)
■ If opportunity exists or can be created:
● Determine
○ Wants
○ Needs
■ Schedule Meeting(s)
■ Identify decision maker or best point of contact
■ Follow up
● Hint: You’re probably not using the phone enough.

27. Enterprise Sales Funnel
● Sales
○ Propose
■ Agreement on terms and figures
○ Close
■ Execute contract
■ Get the money
THE DEAL IS NOT DONE UNTIL YOU GET PAID AND
THEY GET THE PRODUCT / SERVICE

28. Enterprise Sales Funnel
● Summary
○ Get your name and reputation known to the businesses and people
you want to do business with.

29. Data & Analytics
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Customer Experience
Sitecore
Information Systems
Salesforce, Quickbooks, and more
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