Tfp Corporate Message Slides
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Transcript of Tfp Corporate Message Slides
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
The Funnel Principle Story
• Mark Sellers sales consulting since 1996• Author, The Funnel Principle• The only book 100% dedicated to describing a
business process for managing the sales funnel • The BuyCycle Funnel™• Published February 2008
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Gerhard Gschwandtner Publisher, Selling Power Magazine
“A terrific book!”
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
The Funnel Principle Story• Singular focus on the funnel• 5 Step System for Sales Transformation™• Proven effective around the world – European,
Asia-Pac, and North American salesforces• Clients include Whirlpool, Honeywell, Tenneco,
Medex Medical, Cardinal Health, Veyance (Goodyear), Mass Mutual, Microchip Technology, Smith & Nephew, RadiSys, West Pharmaceutical
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
What is The Funnel Principle?
A process… • for consistently winning new sales and
accelerating sales through the customer’s buying process
• for achieving annual sales objectives like quota
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Funnel Principle Selling©
5 Principles• 5 principles based on the customer buying
process• Problem • People • Money
• Motivations• Alternatives
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
“What does our pipeline look
like???”
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Why so important?
#1
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Why the Funnel?
• Funnel = net new sales
• Quota depends on net new sales
• Unites several selling functions
• Leading indicator data
Sales Issues
• Inaccurate forecasting• Not prospecting
enough• Poor qualification• Spending too much
time on the wrong deals• Product mix issues • Relying too much on
existing accounts for net new sales
• Not setting the right priorities for deals
• Not using CRM effectively
• No coaching or misguided coaching
• Not challenging the customer’s intentions
• Investing sales resources without customer commitment
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Prospect
Qualify
Make Presentations
Submit Proposal
Close
Post Sale Implementation
Traditional Funnel Stages
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Problems with a Selling Activity Focus
• Creates poor understanding of the customer’s buying process
• Obscures important cues in the customer’s buying process
• Leads to untimely selling activities• Promotes ineffective qualification• Provides misleading/inflated funnel value• Makes customer feel like they’re being “sold”
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Use The Funnel To Align Selling And Buying
Seller actionsCustomer actions
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Leading Indicator
• Your BuyCycle Funnel™ gives you information you can act on TODAY
• ‘Good data’ • Necessary for coaching
• Critical for planning, priorities, setting goals, and
monitoring progress
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Funnel Audit™
• Scheduled inspection of the funnel’s ability to achieve quota
• Diagnosis
• Action Plan
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Action Plan
• Each Funnel Audit leads to a specific 30–60 day Action Plan
• Priorities and time management are identified