The B2B (Business to business) sales process can be complex and time consuming. Many startups find that their efforts to manage a sale with any medium to large sized organization falters and stalls. In this slideshare I will help you understand how large organizations buy, how to build a sales funnel, and how to pitch effectively to these sales targets.
19. @StoryArchitect1
Mini-Exercise – Prospect Funnel
Question Answer
What’s your ASP?
What’s your monthly quota /
sales goal?
How many Sales do you need?
What’s your close ratio?
How many Opportunities do
you need?
What’s your contact to
Opportunity ratio?
How many contacts do you
need?
How many contacts per day
20. Example Sales Activity Funnel
Category Result
Target $50,000
ASP $5,000
# of Sales Needed 10
Close Ratio 25%
Qualified Opps Needed 40
Prospects that Turn into
Qualified Opps
20%
Propsects Needed 200
Calls Needed to Find a
Prospect
10
Calls To Make 2000
# of Calls per day 100
# of Days needed to Hit Target 20
21. Change 1 number…
Category Result
Target $50,000
ASP $5,000
# of Sales Needed 10
Close Ratio 25%
Qualified Opps Needed 40
Prospects that Turn into
Qualified Opps
40%
Propsects Needed 100
Calls Needed to Find a
Prospect
10
Calls To Make
1000
# of Calls per day 100
# of Days needed to Hit Target
10
22. @StoryArchitect1
Anatomy of a Cold
Approach
Identify
Yourself –
Courtesy
Opening
Statement
Position That
You Are at The
Right Level
Describe the
Pain Point(s)
Value
Proposition -
References
Ask for
Appointment
Reaffirm Value
– Closing
Statement
23. @StoryArchitect1
Sample Script
This is ______________________________________
with _______________________________________.
You and I haven’t spoken before, but we’ve (I’ve) been working with
_________________________ since _____________.
One of the chief concerns I’ve been hearing lately from other ___________
executives is their frustration with
_________________________________________________________________
______________________ .
We’ve been able to help our customers deal with these issues. For example,
we have helped_________ by _________________ resulting in
_______________..
Do you have 15 minutes for a call?