Putting the Fun in the B2B Sales Funnel

@markeelliott #Ent101 @MaRSDD

Entrepreneurship 101: SalesPutting the Fun in Funnel

February 10, 2016

@markeelliott #Ent101 @MaRSDD

Where fun equals•Predictable revenue•Faster closes•Creating a platform for future success

Putting the Fun in Funnel

@markeelliott #Ent101 @MaRSDD

• Understanding buying process

• Get a CRM• Use CRM everyday• Be held accountable by your

Funnel• Grow your team• Questions

Agenda

@markeelliott #Ent101 @MaRSDD

• Mark Elliott, Co-Founder • VA Partners provides Part-time

Sales and Marketing• Over 20 Years of Sales and

Marketing experience• Helped to drive millions of page

views, hundreds of meetings, and millions of dollars in revenue

Bio

@markeelliott #Ent101 @MaRSDD

• Understand how your target makes decisions

• Select sales and marketing tactics that get them the information that is needed at the right time

• Integrate those steps into your funnel

• How long does it take your customer to make a decision

Step 1: Understand buying Process

@markeelliott #Ent101 @MaRSDD

• Can’t measure what you can’t track

• Protect your data• Maximize the time you

invested getting the data• Funnel and Forecasting

Step 2: Get a CRM

@markeelliott #Ent101 @MaRSDD

• Open in the morning and close at the end of the day.• Leads• Accounts• Contacts• Completed tasks and events• Notes and documents• Future activities• Opportunities

Step 3: Use your CRM everyday

@markeelliott #Ent101 @MaRSDD

• All the opportunities• Funnel by stage based on

activities• What is the next step and by when• Who is responsible• When does it close• Ask the customer questions on

how they make decisions• How are decisions made?• Who is involved?• What are the time frames?• Do they have budget• What other solutions are involved

Step 4: Be held accountable by your Funnel

@markeelliott #Ent101 @MaRSDD

• CRM and Funnel are central tools

• For your business• To develop your reps• Leadership must use it• Great funnel questions

• What did you commit to?• What has changed?• What do we need to do?• Which opportunity

closes next

Step 5: Grow your team

@markeelliott #Ent101 @MaRSDD

• Understanding buying process

• Get a CRM• Use CRM everyday• Be held accountable by

your Funnel• Grow your team• Questions

Recap