The funnel

1. Sales Process
Session 10

2. 1 • Prospecting
2 • Pre-Approach
3 • Approach
4 • Presentation and Demonstration
5 • Meeting or Handling Objections
6 • Closing the Sales
7 • Follow - Up

3. PROSPECTING
� The 1st stage of the selling process.
� Identifying and locating Potential buyers.
� It helps in planning the whole
selling efforts so that there is no or
minimum of wasted calls.
� Regular and systematic prospecting is
the foundation of all selling.

4. 2) PRE-APPROACH
� The 2nd stage of the selling process.
� The salesman is to acquire
enough information
about
s
uch
prospects in order to approach each
one in the most effective
manner.
� Developing an understanding about those prospective buyers who
have been identified and on whom the salesman proposes to call.
� This understanding may relate to buyers' needs , personality drafts
and behavior patterns which are critical to their buying decision.
� Pre - approach prepares effective background of making approach
and ascertains the best and the most effective method of
approaching the prospect.

5. � Approach is the 3rd stage of the selling process.
� When the salesman comes in actual contact with the
prospect or likely customer, the next stage, namely, the
'approach' is reached.
� The face-to-face contact with the prospect is termed as
approach.
� It involves use of different methods for seeking an
access to the prospect so that the product/offer may be
presented to him.
3) APPROACH

6. � It is the 4th stage of the selling process.
� In this step, the salesman demonstrates to the customer
the need-satisfying characteristics of the products being
offered for sale.
� The objective of presentation and demonstration is to help
in convincing the customer that the salesman's product is
the best one for satisfying his needs.
� In this way, effective presentation and demonstration plays
a vital role in the selling process.
4) PRESENTATION AND DEMONSTRATION

7. CONT:-
demonstration can
be
done through AIDA
� Effective
approach.
� According
to
this approach, the product
should be
demonstrated in such a manner that it gains the customer's
attention, holds his interest builds up his desire for the
product, and ends up in purchase action.

8. � It is the 5th step in the selling process.
� Under this step the salesman is required to handle and over
come objections arising during or as a result of presentation
and demonstration, it is just natural for the customer to ask
questions, raise objections and seek explanation.
� It is the most difficult situation that a salesman is required to
face.
� The salesman's job is to
effectively meet, handle and answer
them in a most convincing and systematic manner.
5) MEETING OR HANDLING OBJECTIONS

9. � It is the 6th stage of the selling process.
� After having answered and overcome objections, it is the
right time for the salesman to clinch the deal by closing the
demonstration.
� The object of closing the sale is to get the customer in the
mood of saying 'yes' so that the salesman can ask for the
order.
� It is a very important step of the selling process.
� The salesman is expected to
perform the same in a very
decent manner.
6) CLOSING THE SALES

10. � It is the 7th and last stage of the selling process.
� After closing, it is important for the salesman to follow up
the order booked so as to ensure that the order is properly
executed.
� Follow-up is also necessary to gather information from the
customers regarding product use,problems, if any, and the
level of customer satisfaction.
� It builds up goodwill, ensures feedback and encourages
repeated purchases.
7) FOLLOW - UP

11. MARKETING & SALES FUNNEL

12. Top of
the funnel
Marketing's
responsibility
MARKETING & SALES FUNNEL

13. Bottom of the
funnel
Sales’s
responsibility
MARKETING & SALES FUNNEL

14. Middle of
the funnel
Shared marketing
& sales
responsibility
MARKETING & SALES FUNNEL

15. MARKETING & SALES FUNNEL
Top of
the funnel
Marketing's
responsibility
Middle of
the funnel
Shared marketing &
sales responsibility
Bottom of the funnel
Sales’s responsibility

16. Contact
Contact
Contact
Contact
Contact
Contact
MARKETING & SALES FUNNEL
Defining the 6 stages of the marketing and sales funnel.
The most generic term
for anyone in
a marketing and
sales funnel is a
contact.
The term contact doesn’t
indicate which stage of the funnel
they are in, just simply that they exist
in the funnel.

17. Prospect/Visitor
MARKETING & SALES FUNNEL
Defining the 6 stages of the marketing and sales funnel.
Prospect:
Prospects are website visitors
who you’ve gathered minimal
data on or who have signed up
for a blog or an email
newsletter.
Bottom of the
funnel
Sales’s responsibility
Top of
the
funnel
Marketing's
responsibilit
y
Middle of
the
funnel
Shared marketing &
sales
responsibility

18. Prospect/Visitor
MARKETING & SALES FUNNEL
Defining the 6 stages of the marketing and sales funnel.
Middle of
the
funnel
Shared marketing &
sales
responsibility
Bottom of the
funnel
Sales’s responsibility
Top of
the
funnel
Marketing's
responsibilit
y
Lead
Lead:
When you use the term ‘lead’
you’re referring to a contact who
has submitted a form in return
for a content offer like an eBook,
whitepaper, etc.

19. Prospect/Visitor
MARKETING & SALES FUNNEL
Defining the 6 stages of the marketing and sales funnel.
Lead
Marketing
Qualified
Lead (MQL):
Contacts who have raised their
hands (metaphorically
speaking) and identified
themselves as more deeply
engaged,
sales-ready leads.
MQL Middle of
the
funnel
Shared marketing &
sales
responsibility
Bottom of the
funnel
Sales’s responsibility
Top of
the
funnel
Marketing's
responsibilit
y

20. Prospect/Visitor
MARKETING & SALES FUNNEL
Defining the 6 stages of the marketing and sales funnel.
Lead
MQL
SQL
Sales
Qualified Lead
(SQL):
SQLs are MQLs that your
sales team has determined to
be worthy of a direct follow-
up.
Middle of
the
funnel
Shared marketing &
sales
responsibility
Bottom of the
funnel
Sales’s responsibility
Top of
the
funnel
Marketing's
responsibilit
y

21. Prospect/Visitor
MARKETING & SALES FUNNEL
Defining the 6 stages of the marketing and sales funnel.
Lead
MQL
SQL
Opportunity:
An opportunity is an SQL that a
sales rep has communicated
with and logged as a legitimate,
potential customer.
Opportunit
y
Middle of
the
funnel
Shared marketing &
sales
responsibility
Bottom of the
funnel
Sales’s responsibility
Top of
the
funnel
Marketing's
responsibilit
y

22. Customer
Prospect/Visitor
MARKETING & SALES FUNNEL
Defining the 6 stages of the marketing and sales funnel.
Lead
MQL
SQL
Opportunit
y
Middle of
the
funnel
Shared marketing &
sales
responsibility
Bottom of the
funnel
Sales’s responsibility
Top of
the
funnel
Marketing's
responsibilit
y

23. FIT
INTEREST
What
constitutes
a marketing
qualified lead?
A great fit lead with high
level of interest.

24. FIT
INTEREST
What
constitutes
a marketing
qualified lead?
A great fit lead with high
level of interest.
Avoid

25. FIT
INTEREST
What
constitutes
a marketing
qualified lead?
A great fit lead with high
level of interest.
Nurture
Interest
Avoid

26. FIT
INTEREST
What
constitutes
a marketing
qualified lead?
A great fit lead with high
level of interest.
Nurture
Interest
Avoid
Take
Orders

27. FIT
INTEREST
What
constitutes
a marketing
qualified lead?
A great fit lead with high
level of interest.
Nurture
Interest
Follow-up
In 24 hours
Avoid
Take
Orders

28. 60
x
more likely to qualify a lead than sales reps who wait
24 hours or longer.
SOURCE: HARVAND BUSINESS REVIEW,
Sales reps that follow up with new contacts are

29. Only
45%
of businesses have established a company-wide
definition of a sales-ready lead.
2009 SURVEY BY MARKETINGSHERPA,
HTTP://BIT.LY/ZL3SF0

30. SALES
“Marketing leads are terrible quality.”
MARKETING
“Sales doesn’t work our leads.”

31. DATA ANALYTICS IN SALES

32. Frequent Public Transparen
t
USE DASHBOARDS
Create and share a common dashboard with the reports aligned with the
teams’ goals. Check the dashboard daily and encourage individuals to fix
problems.

33. MARKETING DASHBOARDS
Measure and communicate progress towards primary goals.

34. MARKETING DASHBOARDS
Measure volume of leads or volume of quality leads against the monthly goal, and
check daily to adjust.

35. TRACK LEADS BY SOURCE
Set goals per source and measure progress for each of your efforts.

36. TRACK LEADS BY CAMPAIGN
Analyze the results for each campaign – which efforts successfully drive
traffic, leads, and customers.

37. TRACK THE VOLUME OF MQLs
Measure how many MQLs – and which types – are generated.

38. MONTHLY
MARKETING REPORT
Do a full analysis on a monthly basis to
dig into all the important metrics and
evaluate why Marketing did or did not
hit targets. Share it across the company.

39. SALES BY DAY DASHBOARD
Measure progress towards the sales goal and compare against previous month.

40. SALES ACTIVITY REPORTS
Track how many and how deeply leads are worked by the sales team.