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The Secrets of Funnel Management

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Darren Cunningham
Darren Cunningham
EmpresarialesTecnología
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You Got New Game? Secrets of Funnel Management in a Sales 2.0 World Gerhard Gschwandtner, Selling Power Mark Sellers, Breakthrough Sales Performance Ken Rudin, LucidEra
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Polling Question ,[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Got New Game? The Secrets of Funnel Management in a 2.0 World © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
VPs of Sales Want RESULTS! ,[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Changing the Game ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
New Game Pillars ,[object Object],[object Object],[object Object],© 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 Funnel metrics vs fiction Deal metrics Sales call metrics
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Traditional Funnel – Selling Activity Focus Prospect Qualify Make Presentations Submit Proposal Close Monitor Results
A buying funnel and a selling funnel © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Buying Process Order Order Selling Process
Merge the two funnels © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Order Buying Process Selling Process
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
With good funnel data… ,[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Ensuring good funnel data throughout the year ,[object Object],[object Object],[object Object],© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
The Path to Execution: The 8-Step Process © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Top 5 Sales Goals This Year Copyright © 2008 LucidEra – All rights reserved Optimizing direct and indirect sales capabilities has been among the top four CEO strategic priorities for the past two years. “ ” ,[object Object],[object Object],[object Object],[object Object],[object Object]
CRM Alone is Only Half of the Solution Copyright © 2008 LucidEra – All rights reserved Unpredictable revenues and missed forecasts One-dimensional CRM & Excel reports do not deliver critical revenue trends Lack of time, budget and resources for “ business intelligence” Buyers recognize that actionable information is the elusive but greatest value they gain from customer management tools and technologies. “ ” The Customer Management Market Sizing Report, 2007–2012, June 2008
Analytics: The Critical Second Half of CRM Copyright © 2008 LucidEra – All rights reserved In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers – but what they want is insight. ” “
The Shift to SaaS is Helping… ,[object Object],[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved The faster time to value and lower operating costs associated with SaaS solutions have made these web-based, on-demand services a timely alternative to legacy applications. “ ”
But Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…
But Do You Have the Right Metrics? .406 The Old Way…
Sales 2.0 Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The New Way… Sales Rep Scorecards Sales Rep A Sales Rep B Sales Rep C Sales Rep D Sales Rep E Sales Rep F
New Sales Pipeline Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
The Sales Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Getting the Metrics that Matter Quickly ,[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved ,[object Object],[object Object],[object Object],[object Object]
Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved
Panel Discussion ,[object Object],[object Object],[object Object],Copyright © 2008 LucidEra – All rights reserved www.lucidera.com

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The Secrets of Funnel Management

  • 1. You Got New Game? Secrets of Funnel Management in a Sales 2.0 World Gerhard Gschwandtner, Selling Power Mark Sellers, Breakthrough Sales Performance Ken Rudin, LucidEra
  • 2.
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  • 5. Got New Game? The Secrets of Funnel Management in a 2.0 World © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 6.
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  • 9.  
  • 10. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Funnel metrics vs fiction Deal metrics Sales call metrics
  • 11. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Traditional Funnel – Selling Activity Focus Prospect Qualify Make Presentations Submit Proposal Close Monitor Results
  • 12. A buying funnel and a selling funnel © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Buying Process Order Order Selling Process
  • 13. Merge the two funnels © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Order Buying Process Selling Process
  • 14. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
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  • 17. The Path to Execution: The 8-Step Process © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
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  • 20. CRM Alone is Only Half of the Solution Copyright © 2008 LucidEra – All rights reserved Unpredictable revenues and missed forecasts One-dimensional CRM & Excel reports do not deliver critical revenue trends Lack of time, budget and resources for “ business intelligence” Buyers recognize that actionable information is the elusive but greatest value they gain from customer management tools and technologies. “ ” The Customer Management Market Sizing Report, 2007–2012, June 2008
  • 21. Analytics: The Critical Second Half of CRM Copyright © 2008 LucidEra – All rights reserved In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers – but what they want is insight. ” “
  • 22.
  • 23. But Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…
  • 24. But Do You Have the Right Metrics? .406 The Old Way…
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Notas del editor

  1. For VPs of Sales, what was optional yesterday is required today to compete effectively and hit your number. You may have heard of Sales 2.0, but how does this new reality actually translate to increased revenues? It's time to rethink the traditional sales funnel and put in place the performance metrics you need to predictably grow the business and avoid unwanted surprises.