sales funnel and sales process v3
TRANSCRIPT
Compendium Theateris proud to present
“From the Page to the Stage”The Anatomy of a Sale
Presented by:
Tim Dumas Martin Brossman
The Sales Funnel
• Sales-Centric
• Does not address Pre & Post activities • Future sales & referrals from the same customer are not focused on.
$$$$$$ $$$
WE NEED MORE PEOPLE!
CLOSE SALE – DONE!
Identify Leads
Good Prospects
Qualify
Sales Funnel vs. UPSA Buying / Selling Cycle
5: Choose - Accept
7: Implement - Fulfill
6: Obligate - Commit
8: Track - Protect
3: Search - Target
4: Assess - Support
9: Integrate - Expand
1: Plan - Strategize
2: Recognize - Market
Buyer - Seller
-
UPSA Commerce Cycle
The UPSA Selling & Buying CycleThe UPSA Selling & Buying Cycle
ALIGNMENT IS ESSENTIAL TO THE SALE
©2006 United Professional Sales Association
…from spending Millions of Corporate $$$s
…to buying Lunch!
The UPSA Selling & Buying CycleThe UPSA Selling & Buying Cycle
ALIGNMENT IS ESSENTIAL TO THE SALE
Tools for the Sales Professional
Be Aware there are 9 phases in each cycle
Recognize which phase the buyer is in
Align yourself for SUCCESS
Thank You“From the Page to the Stage”
The Anatomy of a SalePresented by:
Tim Dumas Martin Brossman