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The Funnel Principle Story<br />Mark Sellers sales consulting since 1996<br />Author, The Funnel Principle<br />The only b...
“A terrific book!”<br />Gerhard Gschwandtner <br />Publisher, Selling Power Magazine <br />
The Funnel Principle Story<br />Singular focus on the funnel<br />5 Step System for Sales Transformation™<br />Proven effe...
What is The Funnel Principle?<br />A process… <br />for consistently winning new sales and accelerating sales through the ...
Funnel Principle Selling©5 Principles<br />5 principles based on the customer buying process<br />Problem <br />People <br...
“What does our pipeline look like???”<br />
Why so important? <br />#1<br />
Why the Funnel? <br />Funnel = net new sales<br />Quota depends on net new sales<br />Unites several selling functions<br ...
Sales Issues<br />Inaccurate forecasting<br />Not prospecting enough<br />Poor qualification<br />Spending too much time o...
Prospect<br />Qualify<br />Make Presentations<br />Submit Proposal<br />Close<br />Post Sale Implementation<br />Tradition...
Problems with a Selling Activity Focus<br />Creates poor understanding of the customer’s buying process<br />Obscures impo...
Use The Funnel To Align Selling And Buying  <br />Customer actions<br />Seller actions<br />
Leading Indicator <br /><ul><li>Your BuyCycle Funnel™ gives you information you can act on TODAY
‘Good data’
Necessary for coaching
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Tfp Corporate Message Slides

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Overview of Funnel Principle process

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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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