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Member You - Inside Sales Tips - Throw Your Sales Funnel Away!
One of the frustrations that every representative of merchant services has is when they spend a great deal of time and effort into providing the best solution and best competitive prices for a merchant, especially when it relates to their credit card processing, and then an unbelievable thing happens.The merchant is ple
They know they don't need practice pitching unqualified leads, rather they need practice finding real buyers.
Because of this, the Top 20% usually generate the lowest number of leads but have the highest closing rates in the office. In other words the same number of leads that go into
To promote your brand, you first have to be clear what it is, or what you want it to be. In essence, your brand should be unique. In a nutshell, it is what can be associated with your business and no other. Think of any hugely successful brand and you’ll know exactly what I mean.To identify what it is about your b
That's the basic idea and that's how virtually every inside sales company I've ever worked with or have read about currently run their telesales departments.
And there are even ratios and numbers that they assign to measure this. Out of 10 leads they might close one deal, or out of 15 leads close one or two deals, and so on.
Again, this is how 80 to 90% of salespeople and inside sales companies run their business.
But not the Top 20%.
You see, there are problems with the sales funnel idea. The biggest problem is that 80% of salespeople are more focused on putting prospects into their funnel than they are on really qualifying who goes in it.
Their motto is, "If I throw enough crap on the wall, some of it will stick." Well, excuse the pun, but that method stinks. And top closers know this
The Top 20% have thrown their sales funnel away and instead they use a sales cylinder. They spend most of their time disqualifying prospects and only let in a select few who are highly qualified and likely to buy.
They know they don't need practice pitching unqualified leads, rather they need practice finding real buyers.
Because of this, the Top 20% usually generate the lowest number of leads but have the highest closing rates in the office. In other words the same number of leads that go into
Far too many people underestimate the importance of resume cover letters. In a sense, a well written cover letter works like an agent on your behalf. It tosses a sales pitch for you to the employer, explaining why you should be at the top of the list for interview calls. Taking the time to write a cover letter tells the emplo
And there are even ratios and numbers that they assign to measure this. Out of 10 leads they might close one deal, or out of 15 leads close one or two deals, and so on.
Again, this is how 80 to 90% of salespeople and inside sales companies run their business.
But not the Top 20%.
You see, there are problems with the sales funnel idea. The biggest problem is that 80% of salespeople are more focused on putting prospects into their funnel than they are on really qualifying who goes in it.
Their motto is, "If I throw enough crap on the wall, some of it will stick." Well, excuse the pun, but that method stinks. And top closers know this
The Top 20% have thrown their sales funnel away and instead they use a sales cylinder. They spend most of their time disqualifying prospects and only let in a select few who are highly qualified and likely to buy.
They know they don't need practice pitching unqualified leads, rather they need practice finding real buyers.
Because of this, the Top 20% usually generate the lowest number of leads but have the highest closing rates in the office. In other words the same number of leads that go into
Component Engineers Inc. is proud to add three new power presses to the plant, taking the total in the facility to 38. One of the presses added is a Minster, 75-ton straight side, which is the third of its kind at the CEI facility. The other two presses are Minster 32-tons, also straight sided.The addition of these pres
But not the Top 20%.
You see, there are problems with the sales funnel idea. The biggest problem is that 80% of salespeople are more focused on putting prospects into their funnel than they are on really qualifying who goes in it.
Their motto is, "If I throw enough crap on the wall, some of it will stick." Well, excuse the pun, but that method stinks. And top closers know this
The Top 20% have thrown their sales funnel away and instead they use a sales cylinder. They spend most of their time disqualifying prospects and only let in a select few who are highly qualified and likely to buy.
They know they don't need practice pitching unqualified leads, rather they need practice finding real buyers.
Because of this, the Top 20% usually generate the lowest number of leads but have the highest closing rates in the office. In other words the same number of leads that go into
A large bank came to me for the first time seeking a big improvement in their retail counter service. They asked me for ‘customer service training’ but also complained about the shallow impact of classroom training efforts from other providers. I was hesitant. Classroom training is only a partial solution, especially for a hig
The Top 20% have thrown their sales funnel away and instead they use a sales cylinder. They spend most of their time disqualifying prospects and only let in a select few who are highly qualified and likely to buy.
They know they don't need practice pitching unqualified leads, rather they need practice finding real buyers.
Because of this, the Top 20% usually generate the lowest number of leads but have the highest closing rates in the office. In other words the same number of leads that go into
Often the first point of contact the media has with an organisation is with the front desk or receptionist. Although designated people within a company may have the training and skills needed to interact with the media, the first point of contact within an organisation can make or break a journalists perception of the company
They know they don't need practice pitching unqualified leads, rather they need practice finding real buyers.
Because of this, the Top 20% usually generate the lowest number of leads but have the highest closing rates in the office. In other words the same number of leads that go into their cylinder usually come out.
What can you do to exchange your sales funnel for a sales cylinder? Follow this five-step process:
Number 1: look at all the leads currenlty in your sales funnel and assign a #1 to the ones you know will buy, a #2 to those that might buy, and a #3 to those you have no idea about or probably won't.
Number 2: throw your #3 leads away! (Or at least close them hard and seek an immediate decision)
Number 3: determine what your current closing ratio is.
Number 4: from now on reduce the number of leads you send out by half. Either qualify harder or trial close potential #1's and 2's before turning them into leads.
Number 5: repeat the process.
Bottom line -- if you want to become a Top 20% closer then you have to stop spending time with unqualified leads and start spending time finding, qualifying and closing real buyers.
Now go out and have a great week and throw your sales funnel away!
Copyright @ 2006 Mike Brooks
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