Posts Tagged "sales funnel"

Tweet Pin It The sales funnel prospects > lead > qualify > nurture > propose > close > service > repeat The marketing function works on inquiry generation, lead qualification, and sales opportunity development… achieved through developing your Customer Centre (CC) with components such as: 1. Customer Contact Preferences 2. Grading Customers – identifying target segments 3. Creating a Customer Contact Plan – positioning, what criticial success factors need to be covered to capture your high worth target prospects? 4. Marketing and Sales Communication Plan – Message sequencing and inquiry capture devices to generate a new qualified prospect list (lead qualification) through...

All the standard solutions come to mind: replace all the sales guys, invest heavily in marketing promotions, train our sales guys better, increase our sales support staff, focus our sales guys on a smaller amount of products and solutions, have our service guys sell products too. This is not systematic at all…

Tweet Pin It Here is a funnelling model of marketing (find, invite, present, close-to-action, follow-through) which uses the acronyms for the FIIM Areas of Purpose. Find The first stage of your marketing funnel is to find prospects. The Areas of Purpose which directly relate to finding potential customers are: [DAP isPaidUser="Y" hasAccessTo="11" errMsgTemplate="SHORT"]PUGOP, WESUP, and JAVEP (and even DEEBOP if you want to rent mailing...

Tweet Pin It Let´s confess the crippling problem of today’s B2B sales and marketing systems. Sales typically engages prospects far too early in the sales cycle. Marketing is under pressure to bring in NEW leads, whilst Sales is pressured to close asap. This puts pressure on the middle of the sales pipeline process… …That transitional phase where a lead upgrades to a suspect to a prospect to an opportunity… before the sale is finalised. Who owns that part of the sales funnel? Sales or Marketing? Well consider the ideal scenario… Sales is so busy with final sales meetings — to close the deal, that they don’t have a spare moment to make many calls to prospects earlier...