Empfohlen
Weitere ähnliche Inhalte
Was ist angesagt?
Was ist angesagt? (9)
Andere mochten auch
Andere mochten auch (18)
Ähnlich wie Sales funnel
Ähnlich wie Sales funnel (20)
Kürzlich hochgeladen
Kürzlich hochgeladen (20)
Sales funnel
- 1. Section 03 Advantages of the model Section 02 Company’s modification to the model Section 01 Industrial use of the model Section 04 Other Use of the model (i.e revenue generation ) Presented By Raghabeshwar Ghosh B 28 15020441198
- 2. Sales Funnel Industries Standard Procedure in B2B Sales 1 Awareness Phase Interest Phase 3 Evaluation Phase Purchase Phase 4 Decision Phase 6 7 Revaluation Phase Repurchase Phase 2 5
- 3. 01 02 07 04 Awareness Phase – in which prospects become aware of the existence of a solution. Revaluation Phase – in B2B sales it’s common for offerings to involve contracts that need to be renewed. Decision Phase – In which a final decision is reached and negotiation begins. Interest Phase – in which prospects demonstrate interest in a product by conducting product research. Industries Standard Procedure In B2B Sales 03 05 06 Evaluation Phase – in which prospects or prospect companies examine competitors’ solutions as they inch toward a final buying decision. Purchase Phase – in which goods or services are purchased. Repurchase Phase – in which a customer repurchases a product or service.
- 4. Prospecting a potential customer Identifying the sales opportunity / project Initiating the sales talk proposing solution to the problems Product Trial and approval First order/ Trial order Phase 0 Phase 10 Phase 30 Phase 60 Phase 90 Sales procedure and stages Repeat order/ continuous sales Phase 100 Procedure followed by company Chosen
- 5. A new potential customer is identified post which types of applications/projects which can be generated is identified with past database 1st Meeting is done and the customer si made aware of an existing solution and his needs are also taken into consideration and approval for trial is taken Trial reports are submitted and technical data sheet, Application case history are submitted and then actual trial is done at customer end Trial results are evaluated, modifications are done if required. Later commercial negotiations are done and first supply is confirmed After the first order is received, regular follow up is done to get the second order and then establish a regular flow of sales Sales Steps and methodology Note * 1. For existing customer step 1st gets eliminated 2. For existing application at existing customer 2nd step is eliminated New Customer New Projects New Customer New projects
- 6. Saves time and follows a systematic pathway Easy to maintain/store information about projects The projects can be tracked at different stages as only 25-20 % projects reach last stage. Hence root cause analysis can be done for failure Helps to redefine strategies with customers if a project gets stuck at a certain stage and doesn’t move Helps forecast sales in near future (i.e. next month, quarter) by looking at projects in 60,90,100 phase 01 02 03 04 Advantages What is the sales funnel? Also known as the Revenue funnel or Sales Process it is a process that companies follow to generate customer leads and provide solutions to them through products in B2B sales. This funnel is divided into various stages and that helps to bifurcate the process into small sub processes.
- 7. A few projects don't workout well and take too much time and no improvement is seen in them so its better to drop those projects under sales forecast Projects advancing to next stages on time and showing positive improvement should be accepted and sales forecast can be made upon those These projects are going to generate revenue in short period hence play a crucial role in sales forecast Project Elimination Project Acceptance Revenue Generation Projects Other Use of the Sales Funnel Model