Get Better Click Funnel Results By Following 3 Simple Steps

I have heard over a number of blogs, books, and even television that the traditional sales funnel is dead, and is being replaced with a new funnel based on the customer buying process. The problem is, the new funnel has almost the same fatal flaw as the old funnel…..it ignores the other party involved in the purchasing process. It’s just too one-sided.

Take a step back when thinking about the sales funnel, and think about it in the context of the strategy/goals of the executives within the sales function. After all, the sales funnel is only supposed to serve as a tool to help sales executives achieve their strategy/goals. The strategy for most sales executives is simple: Invest in sales opportunities that drive profitable, long-term revenue. Broken down that means:

-Differentiate opportunities by their quality (Invest).
-Sell more.
-Sell at a higher profitability.
-Create long-term relationships by selling to customers your company is strategically valuable to.

The traditional sales funnel was born in the mid 1900s from a process engineering perspective, defining all the sales activities that must take place [chronologically] in order for a sale to close. The funnel was used to coach salespeople on the activities they needed to complete in order to move a greater quantity of sales to close in less time (NOTE: this only achieves 1/3 of the above strategy). The steps vary for each company, but at a high level they are: initial contact, qualification, presentation, and close. The traditional sales-activity funnel made some sense in the mid 1900s, because the seller controlled the buying process.

More recently with the proliferation of things like retail chains, eCommerce, and social networking, buyers have taken full control of the purchasing process; selling is now about meeting the buyer on their terms and understanding the steps they take during their purchasing process. As I am sure you can imagine, this change made the sales-activity funnel obsolete and laid the foundation for the onslaught of the “new sales funnel” prophets who are changing the sales funnel from a selling-activity orientation to a buying-process orientation. The process varies for each segment of buyer, but at a high level the process is need/pain recognition, commitment to resolving the need/pain, evaluation of alternatives, and decision. There are several benefits to using the buying-process funnel that will boost the seller’s ability to move a greater quantity of sales to close in less time, and in some cases more profitably. To better understand specific benefits, take a look at BNET’s interview of Mark Sellers, author of “The Funnel Principal”.

What blows my mind about both of these sales funnel models is that they completely ignore the other person/company in the purchasing equation; the sales-activity based funnel completely ignores the buyer, and the buying-process funnel completely ignores the seller. Not to mention if either method is a rousing success, it only helps sales executives achieve part of their strategy! So until the sales funnel incorporates both the buyer and seller perspective, AND the process allows executives to better invest in sales opportunities that drive profitable, long-term revenue, the sales funnel will never fulfill its potential for transformative value to a company. As I am sure you can imagine (and maybe already thought of), I believe that there are three changes you can make to your sales funnel regardless of which orientation you use, that will help you invest in sales opportunities that drive profitable, long-term revenue…

-First, map the sales activities (traditional sales funnel) to the buying stages (new buying process) to create an integrated buyer/seller sales funnel. This will give you a sense of what both parties have to do to progress through the purchasing process. For example, while the buyer is clickfunnels promo code discovering that they have a pain, the seller is prospecting and qualifying the opportunity to determine if they will be a profitable account. Both parties have agendas in this stage, and both must satisfy their requirements to move forward. Once you are able to map the selling activities with the buying stages, you should have a good sense of what both parties need in order to move sales through the funnel quickly. This should satisfy one piece of your strategy: Sell more.

-Second, the seller must make it the responsibility of the sales and marketing departments to put robust tools and processes in place to quickly and accurately qualify opportunities, instead of leaving it solely up to the salesperson. If your strategy is to invest, you need to know what opportunities will provide you with a greater return so you can allocate your resources appropriately; there is no better way to do this than quick qualification of opportunities. Sales should team up with marketing to quantitatively and qualitatively define the profile of an ideal prospect, an average prospect, and a terrible prospect. The data for this can be gathered from your best new business development salespeople (the best NBD sales guys are excellent at qualifying), focus group research, reverse presentations, strategic accounts, etc. Use those profiles to create a rating system that you can integrate with your CRM and sales funnel to better qualify your company’s prospects. This should satisfy three pieces of your strategy:

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10 Reasons You Need an Office Fitout

If your office premises aren’t right for your needs, then perhaps it’s time you had an office fitout. Here’s why you should.

1. You might have moved to brand new premises, and so have carte blanche with the layout of new office. You’ll want to make sure that the workspace design you choose will meet your current and future needs.

2. By having an office fit out, you can ensure that that your current and future requirements are met, and that you don’t have to make do with inappropriate furniture, or a layout that wastes space.

3. Perhaps you’ve moved to an old building, and want to renovate it to make the most of the space. It might not have been a office previously, and you might have some great ideas for modernising it.

4. Making better use of your existing space can mean that you don’t have to move premises just yet. You can probably do without the hassle of looking for new premises, and the expense and disruption moving would cause.

5. You might simply want to make most of your existing premises, to ensure that you comply with Health and Safety standards and the Disability Discrimination Act. Having more suitable layout and ergonomic furniture might reduce the amount of staff sickness due to RSI, or other posture or sight related issues.

6. You might be looking to take on more staff, and so want to make sure there’s enough room for them. By changing the workspace design and layout you can have more staff and can be more productive.

7. Perhaps you want to make more use of modern technology. You could encourage working from home, video conferencing, or want your sales staff to be able to connect to the office network wherever they are. Do your current office facilities and IT infrastructure allow this?

8. These are changing times, and perhaps you need fewer office refurbishment company filing cabinets and want a dedicated server room instead. You might be better off with less storage, but more desks and chairs, or perhaps a reception area would be ideal for your visitors.

9. Your customers or clients will have expectations about your company, and your office layout and furniture will hopefully reflect this. A firm of accountants will choose different furniture and workspace design to a cutting edge design company. Does your current office layout say the right things about your company?

10. By having the right office fitout, you will create a more effective and productive environment, your staff will get more done. They’ll have everything they need and the office will be a much better place to be.

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