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Does this sound familiar? • 50% of our funnel is not real • We’re always scrambling to hit our numbers • I see the same deals on funnels every month • We routinely miss forecast • Our people don’t prospect enough • We waste time interpreting funnel data • It takes too long to lose deals • Our CRM isn’t being used by sellers © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
“What does our sales funnel look like?!?!” © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
What’s it costing you? • Lost sales • Lower sales productivity • Inefficient use of time • Lost credibility © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
“A terrific book!” Gerhard Gschwandtner, Publisher Selling Power Magazine © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
What’s needed: A business process for the funnel for the funnel © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
The old funnel is dead – the new standard is the BuyCycle Funnel™ © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
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 © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
5 Funnel Competencies © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
Proven effective globally • 5 Step Funnel Principle System™ business process • Proven effective globally • Mark Sellers sales consulting for 15 years • Author, The Funnel Principle • Creator of The BuyCycle Funnel™ • Clients include Whirlpool, Honeywell, Tenneco, Medex Medical, Cardinal Health, Veyance (Goodyear), Mass Mutual, Microchip Technology, Smith & Nephew, RadiSys, West Pharmaceutical, DSI, Sartomer, Ingenuity IEQ, KCI, Danaher © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com

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Tfp Corporate Slides V7

  • 1. Does this sound familiar? • 50% of our funnel is not real • We’re always scrambling to hit our numbers • I see the same deals on funnels every month • We routinely miss forecast • Our people don’t prospect enough • We waste time interpreting funnel data • It takes too long to lose deals • Our CRM isn’t being used by sellers © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 2. “What does our sales funnel look like?!?!” © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 3. What’s it costing you? • Lost sales • Lower sales productivity • Inefficient use of time • Lost credibility © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 4. “A terrific book!” Gerhard Gschwandtner, Publisher Selling Power Magazine © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 5. What’s needed: A business process for the funnel for the funnel © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 6. The old funnel is dead – the new standard is the BuyCycle Funnel™ © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 7. 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 © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 8. 5 Funnel Competencies © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
  • 9. Proven effective globally • 5 Step Funnel Principle System™ business process • Proven effective globally • Mark Sellers sales consulting for 15 years • Author, The Funnel Principle • Creator of The BuyCycle Funnel™ • Clients include Whirlpool, Honeywell, Tenneco, Medex Medical, Cardinal Health, Veyance (Goodyear), Mass Mutual, Microchip Technology, Smith & Nephew, RadiSys, West Pharmaceutical, DSI, Sartomer, Ingenuity IEQ, KCI, Danaher © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com