It seems symptomatic for many sales-oriented optimal sales funnel organizations, both inside and outside the ICT sector. The cause? You can’t just put your finger on it. The fact is that in many commercial organizations, the madness of the day rules. Constantly new orders and targets from the head office. Continuously changing priorities. The introduction of new propositions. Actions that require immediate action. Departure of experienced people including their knowledge and experience. And so on.
The solution? Structure!
Create your optimal sales funnel, evaluate and measure it continuously and keep improving. But how do you bring that structure into your organization? Paddls works with the 5-phase sales funnel model for this: a sales funnel structure that can be applied to every commercial company. A model that helps you to bring structure to marketing and sales so that your organization is not ruled by the madness of the day.
Step 1: Define optimal sales funnel
Ask ten sales managers when a lead is ‘hot’ enough for them to invest time in and you will get ten different answers. The same thing happens when you ask for criteria for issuing quotes. So create clarity and start by establishing definitions for the different phases of the model. This oman phone number library will give you a clear idea of what you mean by the different phases and what criteria a lead must meet to move to another phase.
Establish your definitions, criteria and KPIs in a – call it – sales manual. This way you create tollgates in your sales process. Then make sure you get consensus within the posting exactly the same thing at the same time on all social networks organization about these definitions and KPIs. Noses that point in the same direction save you discussion, time and money.
- Define your market: how do you bring the market in? Through which marketing tools and which data?
- Define your pipeline: Agree on the definition of the pipeline in this phase of the funnel.
- Define a lead: from the beginning of your pipeline you want to get to Sales Qualified Leads. Agree on when a lead is an SQL, for example via BANT criteria .
- Define potential when it comes to quotes: when do you send a quote and when not?
- Define your desired customer: what does your optimal customer look like? And what type of customers would you rather say goodbye to?
Optimize your sales funnel and profit optimal sales funnel
Once you have established the definitions and KPIs for the various components of the 5-phase sales funnel model, your foundation is in place. The foundation has been laid. Now it comes down to using the right cement: finding the right buttons to optimally align the various phases in the germany business directory sales process. Want to know how to do that? Then download our whitepaper ‘How to create your optimal sales funnel’ . In it, we discuss each step of the funnel in detail and give you valuable tips to get a better grip on your funnel.