tfp corporate slides v7

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© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com 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

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Page 1: Tfp Corporate Slides V7

© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com

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

Page 2: Tfp Corporate Slides V7

© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com

“What does our

sales funnel

look like?!?!”

Page 3: Tfp Corporate Slides V7

© 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

Page 4: Tfp Corporate Slides V7

© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com

“A terrific book!” Gerhard Gschwandtner, Publisher

Selling Power Magazine

Page 5: Tfp Corporate Slides V7

© 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

Page 6: Tfp Corporate Slides V7

© 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™

Page 7: Tfp Corporate Slides V7

© 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

Page 8: Tfp Corporate Slides V7

© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com

5 Funnel Competencies

Page 9: Tfp Corporate Slides V7

© 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