tfp corporate message slides

© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com

The Funnel Principle Story

• Mark Sellers sales consulting since 1996• Author, The Funnel Principle• The only book 100% dedicated to describing a

business process for managing the sales funnel • The BuyCycle Funnel™• Published February 2008


Gerhard Gschwandtner Publisher, Selling Power Magazine

“A terrific book!”


The Funnel Principle Story• Singular focus on the funnel• 5 Step System for Sales Transformation™• Proven effective around the world – European,

Asia-Pac, and North American salesforces• Clients include Whirlpool, Honeywell, Tenneco,

Medex Medical, Cardinal Health, Veyance (Goodyear), Mass Mutual, Microchip Technology, Smith & Nephew, RadiSys, West Pharmaceutical


What is The Funnel Principle?

A process… • for consistently winning new sales and

accelerating sales through the customer’s buying process

• for achieving annual sales objectives like quota


Funnel Principle Selling©

5 Principles• 5 principles based on the customer buying

process• Problem • People • Money

• Motivations• Alternatives


“What does our pipeline look

like???”


Why so important?

#1


Why the Funnel?

• Funnel = net new sales

• Quota depends on net new sales

• Unites several selling functions

• Leading indicator data

Sales Issues

• Inaccurate forecasting• Not prospecting

enough• Poor qualification• Spending too much

time on the wrong deals• Product mix issues • Relying too much on

existing accounts for net new sales

• Not setting the right priorities for deals

• Not using CRM effectively

• No coaching or misguided coaching

• Not challenging the customer’s intentions

• Investing sales resources without customer commitment


Prospect

Qualify

Make Presentations

Submit Proposal

Close

Post Sale Implementation

Traditional Funnel Stages


Problems with a Selling Activity Focus

• Creates poor understanding of the customer’s buying process

• Obscures important cues in the customer’s buying process

• Leads to untimely selling activities• Promotes ineffective qualification• Provides misleading/inflated funnel value• Makes customer feel like they’re being “sold”


Use The Funnel To Align Selling And Buying

Seller actionsCustomer actions


Leading Indicator

• Your BuyCycle Funnel™ gives you information you can act on TODAY

• ‘Good data’ • Necessary for coaching

• Critical for planning, priorities, setting goals, and

monitoring progress


Funnel Audit™

• Scheduled inspection of the funnel’s ability to achieve quota

• Diagnosis

• Action Plan


Action Plan

• Each Funnel Audit leads to a specific 30–60 day Action Plan

• Priorities and time management are identified

tfp corporate message slides

Documents

funnel principlethe

accelerating sales

annual sales objectives

net new salesnot

net new salesunites

net new salesquota

customer commitment

right priorities