joaquín espinosa cambridge esol comunidad valenciana
DESCRIPTION
Joaquín Espinosa Cambridge ESOL Comunidad Valenciana. Objective. To provide a basic grounding on leads management and how to use the sales funnel to identify how to assign resources and generate new business in a cost-effective way. Going for a win-win solution. But is it really possible?. - PowerPoint PPT PresentationTRANSCRIPT
Objective
• To provide a basic grounding on leads management and how to use the sales funnel to identify how to assign resources and generate new business in a cost-effective way.
Going for a win-win solution
• But is it really possible?
Solution Selling
I Win,I Win,You WinYou Win
I Win,I Win,You LoseYou Lose
I Lose,You Win
I Lose,You Lose
Your current Leads
• Think of three or four important leads you’re working on.
• Who/what are they?
• How did you find them?
• How much might they be worth?
• How do you feel about them?
Sales Funnel
• Why have a sales funnel ? Benefits ?
• Relevance of the shape?
• Whose benefit ?
Funnel Population
• How do you populate the top of your funnel ?
Funnel
Lead generation
End
“In”
£ / €
What is qualification ?
• Deciding where to place your bets • Making order of chaos
State Education
Targeting Opportunity Segments
Corporate
Government
Private Education
Funnel Pre-Qualification
LEADS
QualificationOPPORTUNITIES
Qualification: Is it Worth it?
Resource needed
Large
Small
LowHigh
Size of opportunity
Probability
WIN
FAST
LOSE
SLOW
A final word
One important rule of Sales:
You can’t sell everything to everyone.
Conclusion
We’ve looked at:• Generating Leads – populating the top of the
funnel• Qualifying Leads – “in” the funnel.• Qualifying specific opportunities.• Learning when to say ‘no’.
Conclusion
Thank you for your attention.
Joaquín Espinosa
Cambridge ESOLComunidad Valenciana