putting the fun in the b2b sales funnel
TRANSCRIPT
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@markeelliott #Ent101 @MaRSDD
Entrepreneurship 101: SalesPutting the Fun in Funnel
February 10, 2016
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@markeelliott #Ent101 @MaRSDD
Where fun equals•Predictable revenue•Faster closes•Creating a platform for future success
Putting the Fun in Funnel
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@markeelliott #Ent101 @MaRSDD
• Understanding buying process
• Get a CRM• Use CRM everyday• Be held accountable by your
Funnel• Grow your team• Questions
Agenda
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@markeelliott #Ent101 @MaRSDD
• Mark Elliott, Co-Founder • VA Partners provides Part-time
Sales and Marketing• Over 20 Years of Sales and
Marketing experience• Helped to drive millions of page
views, hundreds of meetings, and millions of dollars in revenue
Bio
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@markeelliott #Ent101 @MaRSDD
• Understand how your target makes decisions
• Select sales and marketing tactics that get them the information that is needed at the right time
• Integrate those steps into your funnel
• How long does it take your customer to make a decision
Step 1: Understand buying Process
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@markeelliott #Ent101 @MaRSDD
• Can’t measure what you can’t track
• Protect your data• Maximize the time you
invested getting the data• Funnel and Forecasting
Step 2: Get a CRM
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@markeelliott #Ent101 @MaRSDD
• Open in the morning and close at the end of the day.• Leads• Accounts• Contacts• Completed tasks and events• Notes and documents• Future activities• Opportunities
Step 3: Use your CRM everyday
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@markeelliott #Ent101 @MaRSDD
• All the opportunities• Funnel by stage based on
activities• What is the next step and by when• Who is responsible• When does it close• Ask the customer questions on
how they make decisions• How are decisions made?• Who is involved?• What are the time frames?• Do they have budget• What other solutions are involved
Step 4: Be held accountable by your Funnel
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@markeelliott #Ent101 @MaRSDD
• CRM and Funnel are central tools
• For your business• To develop your reps• Leadership must use it• Great funnel questions
• What did you commit to?• What has changed?• What do we need to do?• Which opportunity
closes next
Step 5: Grow your team
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@markeelliott #Ent101 @MaRSDD
• Understanding buying process
• Get a CRM• Use CRM everyday• Be held accountable by
your Funnel• Grow your team• Questions
Recap