Download - Unpacking the sales funnel
The Sales FunnelGoing under the hood and looking at the engine
that drives your business
Presented by Act-On Software & Invigra
Today’s PresentersMr. Jeffrey LintonProduct & Field MarketingAct-On Software
Mr. Stacy GentilePresidentInvigra
Picture of Alec Baldwin from Glenn Gary Glennross (ABC)
This methodology makes great movies but not so great in sales reality
No More Silver BulletsSales is about sweat equity and you better buckle in for the long-haul.
CHANGE
• Frugalnomics• Buyers Have Changed
– Skilled at hiding, gaming – Skilled at searching out what they need– Getting you involved at last step
• New Technologies • Same Old Sales People • The Funnel Has Changed
Too Many Disconnects
• Sales people asking the wrong or no questions• Buyers asking the wrong or no questions • Sales managers asking the wrong or no questions
Action Step: Search Out
“Truthful” Conversations
PRIOR TO HAVING A RELEVANT CONVERSATIONThese things must be in place
• Good Product / Service / People• Sales Infrastructure
– CRM– Marketing Automation / Lead Scoring Tools– Content Marketing
• Defined Market • Defined Sales /Marketing Process• Defined Key Performance Indicators / Metrics
“REVENUE” DEPT. Combine the Sales & Marketing depts. Into 1 department
30%60%7%3%
Want nothing to do with you
Indifferent
Willing to listen
Actively Buying
The
FUN
NEL
Selling vs. BuyingTypical Sell Cycle
• Prospect• Needs Analysis • Propose / Quote• Close• Close
Typical Buy Cycle
• -------Top Of Funnel------• Listen• Interest• Value• ------Middle Of Funnel------• Explore• Decide• Ability• ------Bottom Of Funnel------• Cost Justification• Best Vendor (competitive select)• Buy
The
FUN
NEL
Funnel Autopsy
• Interest• Value• Product Fit• Decision• Ability• Cost Justification• Competition
DASHBOARDS
Talking Sales
Q&A