1 / 16

Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

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?.

stacy
Download Presentation

Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Joaquín Espinosa Cambridge ESOL ComunidadValenciana

  2. 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.

  3. Going for a win-win solution • But is it really possible?

  4. Solution Selling I Win, YouWin I Win, You Lose I Lose, You Win I Lose, You Lose

  5. 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?

  6. Sales Funnel • Why have a sales funnel ? Benefits ? • Relevance of the shape? • Whose benefit ?

  7. Funnel Population • How do you populate the top of your funnel ?

  8. Funnel Lead generation “In” End £ / €

  9. What is qualification ? • Deciding where to place your bets • Making order of chaos

  10. TargetingOpportunitySegments BULATS BEC YLE Lower Main Suite Upper Main Suite Government Corporate Private Education State Education

  11. Funnel Pre-Qualification LEADS Qualification OPPORTUNITIES

  12. Qualification: Is it Worth it? Large Size of opportunity Small High Low Resource needed

  13. Probability WIN LOSE SLOW FAST

  14. A final word One important rule of Sales: You can’t sell everything to everyone.

  15. Conclusion We’velooked at: • Generating Leads – populatingthe top of thefunnel • Qualifying Leads – “in” thefunnel. • Qualifyingspecificopportunities. • Learningwhentosay ‘no’.

  16. Conclusion Thankyouforyourattention. Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

More Related