Make Your Sales Funnel Flow FasterHow to Sell Six Sigmato Sales and MarketingASQ Section 1201 Dinner MeetingMarch 20062004 Copyright Sales Performance Consultants, Inc.2Make Your Sales Funnel Flow FasterAgendaSales Process Improvement Results Sales Website Technical Services Company2004 Copyright Sales Performance Consultants, Inc.3Make Your Sales Funnel Flow FasterSales Website:echnical !ob "andidate #es$mes%m&lo'ees Looking for technical/managerial obs Provi!e resume information "o fee charge!%m&lo'ers Looking for technical/managerial can!i!ates (a' a )ee for resumes meeting their criteria2004 Copyright Sales Performance Consultants, Inc.4Make Your Sales Funnel Flow Faster2004 Copyright Sales Performance Consultants, Inc.5Make Your Sales Funnel Flow Faster2004 Copyright Sales Performance Consultants, Inc.6Make Your Sales Funnel Flow Faster2004 Copyright Sales Performance Consultants, Inc.

Make Your Sales Funnel Flow FasterSales Website: *riginal StateRolled Throughput Yield (RTY):RT#$ %yiel! of pricing page& ' %yiel! of signup page& ' %yiel! of or!ers& $ ()*+ , (-.. , (+$ (/+0Process Financial Model: 1verage visitors/2eek $ +03 1verage or!er value$ 45+-(0+Revenue$ visitors/2eek ' RT# ' average or!er value$ +03 ' %(/+0& ' 45+-$ 4)6*-0/2eek2004 Copyright Sales Performance Consultants, Inc.!Make Your Sales Funnel Flow Faster#olled hro$gh&$t +ield2004 Copyright Sales Performance Consultants, Inc."Make Your Sales Funnel Flow Faster(rocess ,eha-ior "harts:,e)ore2004 Copyright Sales Performance Consultants, Inc.#0Make Your Sales Funnel Flow Faster.*" for the sales process itself2004 Copyright Sales Performance Consultants, Inc.##Make Your Sales Funnel Flow Faster2004 Copyright Sales Performance Consultants, Inc.#2Make Your Sales Funnel Flow Faster2004 Copyright Sales Performance Consultants, Inc.#3Make Your Sales Funnel Flow Faster2004 Copyright Sales Performance Consultants, Inc.#4Make Your Sales Funnel Flow Faster(rocess ,eha-ior "harts:A)ter2004 Copyright Sales Performance Consultants, Inc.#5Make Your Sales Funnel Flow FasterWebsite: /ew StateNew Rolled Throughput Yield (RTY):RT#$ (/*)Process Financial Model: 1verage visitors/2eek $ +03 1verage or!er value$ 4570Revenue$ visitors/2eek ' RT# ' average or!er value$ +03 ' %(/*)& ' 4570$ 47..+/2eek2004 Copyright Sales Performance Consultants, Inc.#6Make Your Sales Funnel Flow Fasterechnical Ser-ices "or&0 "ost o) Sales *&erationsMarketing8arketing 8aterials %collateral6 2ebsite6 etc(& 45/76///8arketing 9utreach %promotion6 speaking6 PR& 506///Prospecting -*6///"et2ork functions -)6///Marketing Total 45336///SalesPartner relations 4).6///"e2 prospect sales calls 2ith partner 556///"e2 prospect sales calls 2ithout partner )56///Pro!uct !emos : meetings .06///Proposal generation .-6///;valuation6 close6 a!min6 : contracts .)6///Proect planning : han!off -6///Sales Total 45776///Ser-iceProect management 4))*6///Specifications --06///1ccount 8anager6 Sales 8anagerPareto 9pportunities ?ase! on Pro!uct @it6 @inancial Return6 Resource 1vailability6 Relationship6 etc(1ccount 8anager6 8arket 8anager6 Pro!uct 8anager6 1pplication ;ngineer6 TSTChoose 9pportunities 2hich ;Auate to;stablishe! >>>Bro2th by Pro!uct Boals ,-%?ase! on +/C 2in rate&1ccount 8anager6 8arket 8anager