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Numbers Sometimes Lie:  Take a Realistic Look at Your Sales Pipeline and Selling Process Before It's Too Late! Landslide T...
About Mark Sellers <ul><li>Author, The Funnel Principle© </li></ul><ul><li>Sales Consultant and Funnel Expert </li></ul><u...
Context for Today’s Webinar <ul><li>Achieve 2009 quota or budget or goal - a race to the finish!  </li></ul>
Five Objectives Today <ul><li>Using the BuyCycle Funnel ™   </li></ul><ul><ul><li>Learn the most important question to ask...
Quick Poll <ul><li>Do you expect to hit your 2009 quota? </li></ul><ul><li>How confident are you in knowing which deals de...
 
Three Foundation Principles 1. Know if funding has been committed 2. Focus on Stage 2 opportunities  3. Embrace deal  proc...
#1 – The most important question… <ul><li>Is the customer committed to spending money this fiscal year if necessary to fix...
This may seem obvious, but… <ul><li>What tangible evidence do you have? </li></ul><ul><li>Are you confusing budgeted with ...
How you find out <ul><li>Get it from the source – the Person with Financial Authority (PFA) </li></ul><ul><li>Ask the ques...
Once funding is committed, then what? <ul><li>Are we sole sourced or flat spec’ed?  </li></ul><ul><li>Are we the lead alte...
#2 – Stage 2 deals help you increase your close rate <ul><li>Stage 2 Define Economic Consequence </li></ul><ul><ul><li>The...
Why Stage 2s are important <ul><li>Customer still investing time  </li></ul><ul><li>In the ‘go/no-go zone’ </li></ul><ul><...
How to strategize Stage 2s <ul><li>Understand the ‘ problem economics ’ </li></ul><ul><li>Learn scope of problem  </li></u...
Sales Production System
Sales Production System
#3 – Disqualify the deals that won’t produce revenue in 2009 <ul><li>Disqualify vs qualify  </li></ul><ul><li>Goes against...
#3 – Disqualify the deals that won’t produce revenue in 2009 <ul><li>Will it be a sale for anyone in 2009?  </li></ul><ul>...
#3 – Disqualify the deals that won’t produce revenue in 2009 Filter Two <ul><li>Advocate </li></ul><ul><li>Access to PFA <...
<ul><li>Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process </...
#4 and #5 – Use sales process to make your sales analysis pay off <ul><ul><li>Learn the five variables in every sale to se...
The 5 variables <ul><li>The Problem </li></ul><ul><li>The People </li></ul><ul><li>The Money </li></ul><ul><li>The Motivat...
Setting process to these variables <ul><li>A series of seller actions </li></ul><ul><li>An ‘ if this then that’  kind of f...
 
Four Elements of a Sales Production System <ul><li>1 – Four-tiered Selling Process </li></ul><ul><ul><li>Tier 1 - Developi...
Ex. Seller Focus for a Stage 2 sale  (Define Economic Consequence) <ul><li>Problem </li></ul><ul><ul><li>Understand the pr...
<ul><li>Monitoring Tools  </li></ul><ul><ul><li>Volume of deals flowing through the production line </li></ul></ul><ul><ul...
Summary  <ul><li>Commit Funding 2009 </li></ul><ul><li>Stage 2s can be promising </li></ul><ul><li>Deal process </li></ul>
<ul><li>Customizable Sales Process by Industry, Sales Culture, Product and Mode </li></ul><ul><li>Identifies the best sell...
WAIT!  Before you go… <ul><li>Contact Mark Sellers </li></ul><ul><li>Phone: 1-614-571-8267  Email:  [email_address]   Web ...
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Numbers Sometimes Lie: Take a Look at Your Sales Pipeline and Sales Process

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In this slideshow, Landslide Technologies hosts Mark Sellers for an eye-opening look into what your sales funnel is really saying and how your decisions on deal prioritization can effect whether you have a very good or very bad 2009.

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Numbers Sometimes Lie: Take a Look at Your Sales Pipeline and Sales Process

  1. 1. Numbers Sometimes Lie: Take a Realistic Look at Your Sales Pipeline and Selling Process Before It's Too Late! Landslide Technologies www.landslide.com
  2. 2. About Mark Sellers <ul><li>Author, The Funnel Principle© </li></ul><ul><li>Sales Consultant and Funnel Expert </li></ul><ul><li>Founder Breakthrough Sales Performance® 1996 </li></ul><ul><li>Clients Include: Whirlpool Corp., Mass Mutual, Goodyear, Honeywell, and Smith & Nephew </li></ul>
  3. 3. Context for Today’s Webinar <ul><li>Achieve 2009 quota or budget or goal - a race to the finish! </li></ul>
  4. 4. Five Objectives Today <ul><li>Using the BuyCycle Funnel ™ </li></ul><ul><ul><li>Learn the most important question to ask for every sale on your 2009 funnel </li></ul></ul><ul><ul><li>Learn why Stage 2 deals can help you increase your close rate </li></ul></ul><ul><ul><li>Learn to quickly disqualify deals that won’t close in 2009 </li></ul></ul><ul><ul><li>Learn the five variables that are present in every sale and, </li></ul></ul><ul><ul><li>Learn how to organize that information using a process to consistently set effective sales strategies </li></ul></ul>
  5. 5. Quick Poll <ul><li>Do you expect to hit your 2009 quota? </li></ul><ul><li>How confident are you in knowing which deals deserve your attention and which ones do not? </li></ul><ul><li>How confident are you that your strategies for key deals will take you one step closer to winning these sales? </li></ul>
  6. 7. Three Foundation Principles 1. Know if funding has been committed 2. Focus on Stage 2 opportunities 3. Embrace deal process
  7. 8. #1 – The most important question… <ul><li>Is the customer committed to spending money this fiscal year if necessary to fix the problems? </li></ul>
  8. 9. This may seem obvious, but… <ul><li>What tangible evidence do you have? </li></ul><ul><li>Are you confusing budgeted with committed funding? </li></ul><ul><li>Do you know who actually committed funding? </li></ul><ul><li>Do you know what’s at stake if the customer delays or cancels a purchase? </li></ul><ul><li>Does the right person know how your solution avoids jeopardizing what’s at stake? </li></ul><ul><li>Do you know the alternatives to making a purchase? </li></ul><ul><li>Has your sales strategy adapted to how ‘the economy’ has changed the way your customers buy? </li></ul>
  9. 10. How you find out <ul><li>Get it from the source – the Person with Financial Authority (PFA) </li></ul><ul><li>Ask the question – don’t beat around the bush </li></ul><ul><li>Don’t assume budget = committed to spend money </li></ul><ul><li>Use Advocate to validate </li></ul>
  10. 11. Once funding is committed, then what? <ul><li>Are we sole sourced or flat spec’ed? </li></ul><ul><li>Are we the lead alternative? </li></ul><ul><li>Do we have access to the Person with Financial Authority and other really important people? </li></ul><ul><li>Is our solution a fantastic fit to their needs? </li></ul><ul><li>What makes us unique and valuable to the customer right now? </li></ul>
  11. 12. #2 – Stage 2 deals help you increase your close rate <ul><li>Stage 2 Define Economic Consequence </li></ul><ul><ul><li>The customer is exploring the costs of the problems and has at least somewhat defined the financial impact of the problems </li></ul></ul>
  12. 13. Why Stage 2s are important <ul><li>Customer still investing time </li></ul><ul><li>In the ‘go/no-go zone’ </li></ul><ul><li>Early enough for you to shape </li></ul><ul><li>Not so far as to be ‘proposal fodder’ </li></ul>Stage 2 Opportunities
  13. 14. How to strategize Stage 2s <ul><li>Understand the ‘ problem economics ’ </li></ul><ul><li>Learn scope of problem </li></ul><ul><li>Know who’s feeling the pain or who has something to lose </li></ul><ul><li>Uncover the emotional trigger </li></ul><ul><li>Get access to the PFA, possibly through an influential Advocate </li></ul><ul><li>Know the alternatives </li></ul>
  14. 15. Sales Production System
  15. 16. Sales Production System
  16. 17. #3 – Disqualify the deals that won’t produce revenue in 2009 <ul><li>Disqualify vs qualify </li></ul><ul><li>Goes against faith, hope, and optimism </li></ul>
  17. 18. #3 – Disqualify the deals that won’t produce revenue in 2009 <ul><li>Will it be a sale for anyone in 2009? </li></ul><ul><li>Has funding been committed? </li></ul><ul><li>Is our solution a really REALLY good fit for this customer? </li></ul>Filter One
  18. 19. #3 – Disqualify the deals that won’t produce revenue in 2009 Filter Two <ul><li>Advocate </li></ul><ul><li>Access to PFA </li></ul><ul><li>Perceived fit that we’re better than any others </li></ul><ul><li>Flat spec-ed/sole sourced </li></ul><ul><li>We know their BATNA isn’t good </li></ul>
  19. 20. <ul><li>Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process </li></ul>Sales Production System
  20. 21. #4 and #5 – Use sales process to make your sales analysis pay off <ul><ul><li>Learn the five variables in every sale to set the most effective strategy </li></ul></ul><ul><ul><li>Learn why process is needed to make your sales strategies most effective </li></ul></ul>
  21. 22. The 5 variables <ul><li>The Problem </li></ul><ul><li>The People </li></ul><ul><li>The Money </li></ul><ul><li>The Motivations </li></ul><ul><li>The Alternatives </li></ul>
  22. 23. Setting process to these variables <ul><li>A series of seller actions </li></ul><ul><li>An ‘ if this then that’ kind of flow </li></ul><ul><li>Use the buying process as your guide </li></ul>
  23. 25. Four Elements of a Sales Production System <ul><li>1 – Four-tiered Selling Process </li></ul><ul><ul><li>Tier 1 - Developing an end-to-end sales cycle </li></ul></ul><ul><ul><li>Tier 2 – Identifying goals for each phase </li></ul></ul><ul><ul><li>Tier 3- Identifying activities to achieve each goal </li></ul></ul><ul><ul><li>Tier 4 – Identifying tools need to complete the activity </li></ul></ul>
  24. 26. Ex. Seller Focus for a Stage 2 sale (Define Economic Consequence) <ul><li>Problem </li></ul><ul><ul><li>Understand the problem economics </li></ul></ul><ul><ul><li>Learn scope and reach of problem </li></ul></ul><ul><ul><li>Help build a business case </li></ul></ul><ul><li>People </li></ul><ul><ul><li>Who’s feeling the pain </li></ul></ul><ul><ul><li>Does the PFA know costs of problem? </li></ul></ul><ul><li>Motivation </li></ul><ul><ul><li>Who’s motivated to act? Who’s not and why? </li></ul></ul><ul><li>Money </li></ul><ul><ul><li>How does PFA feel about spending any money to fix the problem? </li></ul></ul>
  25. 27. <ul><li>Monitoring Tools </li></ul><ul><ul><li>Volume of deals flowing through the production line </li></ul></ul><ul><ul><li>Velocity of deal flow </li></ul></ul><ul><ul><li>Effectiveness of the sales tools </li></ul></ul><ul><ul><li>Effectiveness of salespeople </li></ul></ul>Sales Production System
  26. 28. Summary <ul><li>Commit Funding 2009 </li></ul><ul><li>Stage 2s can be promising </li></ul><ul><li>Deal process </li></ul>
  27. 29. <ul><li>Customizable Sales Process by Industry, Sales Culture, Product and Mode </li></ul><ul><li>Identifies the best selling practices for your organization </li></ul><ul><li>Make process central to the everyday sales activities of your team </li></ul><ul><li>Selling and Conversation Tools </li></ul><ul><li>Monitoring and Research Tools </li></ul><ul><li>Buyer Management Tools </li></ul><ul><li>Outsource Data Entry to a Sales Assistant </li></ul><ul><li>Expert Guidance during the Sales Cycle </li></ul><ul><li>Pipeline Management Support </li></ul>Landslide Sales P3 System – Sales Production System
  28. 30. WAIT! Before you go… <ul><li>Contact Mark Sellers </li></ul><ul><li>Phone: 1-614-571-8267 Email: [email_address] Web : www.funnelprinciple.com </li></ul><ul><li>Slides for today’s webinar Download at www.landslide.com /webinar </li></ul><ul><li>Sign up for a live online demo of Landslide: Phone: 1-866-450-8522 Email : [email_address] Web : www.landslide.com/demo </li></ul>

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