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Joaquín Espinosa Cambridge ESOL Comunidad Valenciana. Objective. To provide a basic grounding on leads management and how to use the sales funnel to identify how to assign resources and generate new business in a cost-effective way. Going for a win-win solution. But is it really possible?.
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Joaquín Espinosa Cambridge ESOL ComunidadValenciana
Objective • To provide a basic grounding on leads management and how to use the sales funnel to identify how to assign resources and generate new business in a cost-effective way.
Going for a win-win solution • But is it really possible?
Solution Selling I Win, YouWin I Win, You Lose I Lose, You Win I Lose, You Lose
Your current Leads • Think of three or four important leads you’re working on. • Who/what are they? • How did you find them? • How much might they be worth? • How do you feel about them?
Sales Funnel • Why have a sales funnel ? Benefits ? • Relevance of the shape? • Whose benefit ?
Funnel Population • How do you populate the top of your funnel ?
Funnel Lead generation “In” End £ / €
What is qualification ? • Deciding where to place your bets • Making order of chaos
TargetingOpportunitySegments BULATS BEC YLE Lower Main Suite Upper Main Suite Government Corporate Private Education State Education
Funnel Pre-Qualification LEADS Qualification OPPORTUNITIES
Qualification: Is it Worth it? Large Size of opportunity Small High Low Resource needed
Probability WIN LOSE SLOW FAST
A final word One important rule of Sales: You can’t sell everything to everyone.
Conclusion We’velooked at: • Generating Leads – populatingthe top of thefunnel • Qualifying Leads – “in” thefunnel. • Qualifyingspecificopportunities. • Learningwhentosay ‘no’.
Conclusion Thankyouforyourattention. Joaquín Espinosa Cambridge ESOL Comunidad Valenciana