sales putting the fun in funnel - entrepreneurship 101

@markeelliott #Ent101 @MaRSDD

Entrepreneurship 101: Sales Putting the Fun in Funnel

February 10, 2016


Where fun equals •  Predictable revenue •  Faster closes •  Creating a platform for future

success

Putting the Fun in Funnel


•  Understanding buying process

•  Get a CRM •  Use CRM everyday •  Be held accountable by your

Funnel •  Grow your team •  Questions

Agenda


•  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


•  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


•  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


•  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


•  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


•  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


•  Understanding buying process

•  Get a CRM •  Use CRM everyday •  Be held accountable by

your Funnel •  Grow your team •  Questions

Recap

sales putting the fun in funnel - entrepreneurship 101

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