The Secrets of Funnel Management

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

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

© 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

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

The Secrets of Funnel Management

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The Secrets of Funnel Management

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