Presentation aimed at startups about how to create and use the funnel to benefit their business.

1. @markeelliott #Ent101 @MaRSDD
Entrepreneurship 101: Sales
Putting the Fun in Funnel
February 10, 2016

2. @markeelliott #Ent101 @MaRSDD
Where fun equals
•Predictable revenue
•Faster closes
•Creating a platform for future
success
Putting the Fun in Funnel

3. @markeelliott #Ent101 @MaRSDD
• Understanding buying
process
• Get a CRM
• Use CRM everyday
• Be held accountable by your
Funnel
• Grow your team
• Questions
Agenda

4. @markeelliott #Ent101 @MaRSDD
• Mark Elliott, Co-Founder
• VA Partners provides Part-time
Sales and Marketing
• Over 20 Years of Sales and
Marketing experience
• Helped to drive millions of page
views, hundreds of meetings,
and millions of dollars in revenue
Bio

5. @markeelliott #Ent101 @MaRSDD
• Understand how your
target makes decisions
• Select sales and marketing
tactics that get them the
information that is needed
at the right time
• Integrate those steps into
your funnel
• How long does it take your
customer to make a
decision
Step 1: Understand buying Process

6. @markeelliott #Ent101 @MaRSDD
• Can’t measure what you
can’t track
• Protect your data
• Maximize the time you
invested getting the data
• Funnel and Forecasting
Step 2: Get a CRM

7. @markeelliott #Ent101 @MaRSDD
• Open in the morning and
close at the end of the day.
• Leads
• Accounts
• Contacts
• Completed tasks and events
• Notes and documents
• Future activities
• Opportunities
Step 3: Use your CRM everyday

8. @markeelliott #Ent101 @MaRSDD
• All the opportunities
• Funnel by stage based on
activities
• What is the next step and by
when
• Who is responsible
• When does it close
• Ask the customer questions on
how they make decisions
• How are decisions made?
• Who is involved?
• What are the time frames?
• Do they have budget
• What other solutions are involved
Step 4: Be held accountable by your Funnel

9. @markeelliott #Ent101 @MaRSDD
• CRM and Funnel are
central tools
• For your business
• To develop your reps
• Leadership must use it
• Great funnel questions
• What did you commit to?
• What has changed?
• What do we need to do?
• Which opportunity
closes next
Step 5: Grow your team

10. @markeelliott #Ent101 @MaRSDD
• Understanding buying
process
• Get a CRM
• Use CRM everyday
• Be held accountable by
your Funnel
• Grow your team
• Questions
Recap