Welcome

Mike Whittaker MHIG Consultant

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 World-Class Funnel Management:

Bringing Precision to the Art of Selling

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 Sales Funnel The Fundamentals

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 Funnel Management The Benefits

Defines where you are in sales process

Tracks multiple opportunities

Prioritises selling activities

Focus resources

Sales coaching tool

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 Funnel Management The Pitfalls

Opportunities in the funnel that are not qualified

Invalidated probabilities

Too complex to use

Lack of rigor in its application

Too sales focused

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 Funnel Management
- KEY IDEAS

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 Sales Funnel Key Ideas

Sales-Centric Approach

ORDER
BEST FEW CLOSE

IN
COVER THE BASES

ABOVE QUALIFY

UNIVERSE PROSPECT

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 Sales Funnel Key Ideas

Customer-Centric Approach

ORDER

BEST FEW CLOSE
SELECT BEST

IN
EVALUATE
COVER OPTIONS
THE BASES

ABOVE QUALIFY
DEFINE PROBLEM

UNIVERSE PROSPECT
AWARENESS

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 Sales Funnel Key Ideas

Buy-Sell Aligment

ORDER PURCHASE

BEST FEW SELECT BEST

EVALUATE
IN OPTIONS
ALIGNMENT

DEFINE
ABOVE PROBLEM

UNIVERSE AWARENESS

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 Sales Funnel Key Ideas

Buy-Sell Misalignment

ORDER
PURCHASE

BEST FEW 90% SELECT BEST

? EVALUATE
IN ALIGNMENT OPTIONS

40%

DEFINE
ABOVE PROBLEM

UNIVERSE AWARENESS

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 Sales Funnel Key Ideas

Buy-Sell Steps

ORDER
PURCHASE
% # Ratio Gates
MAR
BEST FEW % # Ratio Gates SELECT BEST

MAR

%
?
# Ratio MAR EVALUATE
IN OPTIONS

MAR
% # Ratio
Gates
DEFINE
ABOVE # Ratio MAR PROBLEM
% Gates
UNIVERSE AWARENESS

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 Sales Funnel Key Ideas

Inverted Sales Funnel

ORDER

% PURCHASE
# Gates
MAA
BEST FEW % # Gates SELECT BEST

MAA

% # MAA EVALUATE
IN ALIGNMENT OPTIONS

MAA
% #
Gates
DEFINE
ABOVE # MAA PROBLEM
%
Gates
UNIVERSE AWARENESS

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 Social Selling & Funnel Management
- KEY IDEAS

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 DIGITAL TO ANALOGUE SHIFT

Recognize Shape Sales

Need to Change Concept Execution Implement
Phase Define Evaluate
Status Quo Select Best
Problem Options

Decision Dynamic
Awareness Research Engagement Justification
Activity

Digital: Public Domain

Digital to Analogue
Shift Analogue: Sales Interaction
Social Selling Impact: Application

80%
72%
70% 67%

60%
50%
50% 47%

40%
33%
30% 26% 28% 27%
24%
20%
20%
13% 12%
10%

0%
Social media is a highly effective tool to identify Social media is a highly effective tool to identify
new business opportunities. decision makers.
2013 World Class 2014 World Class 2015 World Class 2013 All 2014 All 2015 All
 Lead Generation Sources

< than 5% leads

ready to buy

Source -
CSO Insights

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 Lead Nurturing Impact

Source - CSO Insights

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 Funnel Health
KEY IDEAS

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 Sales Funnel Health

Funnels shapes provide valuable insights.

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 Funnel Management
CRM INTEGRATION

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 Path to Predictive

What will happen?

What is
happening?

Why did it
happen?

What has happened?

W
Descriptive Today Predictive
Reporting Analytics Monitoring Analytics

DATA Intelligence

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 Summary

Customer-centric

Rigor and management

Dont make it too complex

Sales and Marketing aligned and integrated approach

Review funnel shapes

Integrate into CRM

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 Workshop

Best practice Sharing workshop

Small groups share and capture your best practice around sales funnel
activities

MHI Global will collate and send you the output

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 Next Steps

Funnel Mapping tool template

A take away

Follow up with MH consultant

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 World-Class Funnel Management:

Bringing Precision to the Art of Selling

Mike Whittaker MHI Consultant

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Copyright MHI Global Inc. All Rights Reserved.