unpacking the sales funnel

The Sales FunnelGoing under the hood and looking at the engine

that drives your business

Presented by Act-On Software & Invigra

Today’s PresentersMr. Jeffrey LintonProduct & Field MarketingAct-On Software

@jeffreylintonJeff.Linton@Act-On.com

Mr. Stacy GentilePresidentInvigra

@StacyGentilestacy@invigrasales.com

Picture of Alec Baldwin from Glenn Gary Glennross (ABC)

This methodology makes great movies but not so great in sales reality

No More Silver BulletsSales is about sweat equity and you better buckle in for the long-haul.

CHANGE

• Frugalnomics• Buyers Have Changed

– Skilled at hiding, gaming – Skilled at searching out what they need– Getting you involved at last step

• New Technologies • Same Old Sales People • The Funnel Has Changed

Too Many Disconnects

• Sales people asking the wrong or no questions• Buyers asking the wrong or no questions • Sales managers asking the wrong or no questions

Action Step: Search Out

“Truthful” Conversations

PRIOR TO HAVING A RELEVANT CONVERSATIONThese things must be in place

• Good Product / Service / People• Sales Infrastructure

– CRM– Marketing Automation / Lead Scoring Tools– Content Marketing

• Defined Market • Defined Sales /Marketing Process• Defined Key Performance Indicators / Metrics

“REVENUE” DEPT. Combine the Sales & Marketing depts. Into 1 department

30%60%7%3%

Want nothing to do with you

Indifferent

Willing to listen

Actively Buying

The

FUN

NEL

Selling vs. BuyingTypical Sell Cycle

• Prospect• Needs Analysis • Propose / Quote• Close• Close

Typical Buy Cycle

• -------Top Of Funnel------• Listen• Interest• Value• ------Middle Of Funnel------• Explore• Decide• Ability• ------Bottom Of Funnel------• Cost Justification• Best Vendor (competitive select)• Buy

The

FUN

NEL

Funnel Autopsy

• Interest• Value• Product Fit• Decision• Ability• Cost Justification• Competition

DASHBOARDS

Talking Sales

Q&A