1. Section 03
Advantages of the model
Section 02
Company’s modification to the model
Section 01
Industrial use of the model
Section 04
Other Use of the model (i.e revenue generation )
Presented By
Raghabeshwar Ghosh B 28
15020441198
3. 01
02
07
04
Awareness Phase – in which
prospects become aware of the
existence of a solution.
Revaluation Phase – in B2B sales it’s
common for offerings to involve
contracts that need to be renewed.
Decision Phase – In which a
final decision is reached and
negotiation begins.
Interest Phase – in which prospects
demonstrate interest in a product by
conducting product research.
Industries Standard Procedure In B2B Sales
03
05 06
Evaluation Phase – in which
prospects or prospect companies
examine competitors’ solutions
as they inch toward a final
buying decision.
Purchase Phase – in which
goods or services are
purchased.
Repurchase Phase – in
which a customer
repurchases a product or
service.
4. Prospecting a potential
customer
Identifying the sales
opportunity / project
Initiating the sales talk
proposing solution to the
problems
Product Trial and
approval
First order/ Trial order
Phase 0
Phase 10
Phase 30
Phase 60
Phase 90
Sales procedure and stages
Repeat order/ continuous
sales
Phase 100
Procedure followed by company
Chosen
5. A new potential customer is identified post which types of applications/projects which can
be generated is identified with past database
1st Meeting is done and the customer si made aware of an existing solution and his
needs are also taken into consideration and approval for trial is taken
Trial reports are submitted and technical data sheet, Application case history
are submitted and then actual trial is done at customer end
Trial results are evaluated, modifications are done if required.
Later commercial negotiations are done and first supply is
confirmed
After the first order is received, regular follow up
is done to get the second order and then
establish a regular flow of sales
Sales Steps
and
methodology
Note *
1. For existing customer step 1st gets
eliminated
2. For existing application at existing
customer 2nd step is eliminated
New Customer New Projects
New Customer New projects
6. Saves time and follows a systematic pathway
Easy to maintain/store information about projects
The projects can be tracked at different stages as only
25-20 % projects reach last stage. Hence root cause
analysis can be done for failure
Helps to redefine strategies with customers if a project
gets stuck at a certain stage and doesn’t move
Helps forecast sales in near future (i.e. next month, quarter)
by looking at projects in 60,90,100 phase
01
02
03
04
Advantages
What is the sales
funnel?
Also known as the
Revenue funnel or Sales
Process it is a process
that companies follow to
generate customer leads
and provide solutions to
them through products
in B2B sales. This funnel
is divided into various
stages and that helps to
bifurcate the process
into small sub processes.
7. A few projects don't workout
well and take too much time
and no improvement is seen in
them so its better to drop those
projects under sales forecast
Projects advancing to next
stages on time and showing
positive improvement should
be accepted and sales
forecast can be made upon
those
These projects are going to
generate revenue in short
period hence play a crucial role
in sales forecast
Project
Elimination
Project
Acceptance
Revenue Generation
Projects
Other Use of the Sales Funnel Model
