Funnel Management Cheat Sheet

Plenty of everyday activities have a step-by-step process. Consider what it takes to form a cup of coffee:

1) Find coffee grounds. a pair of) Insert filter into occasional maker. three) Pour grounds into maker. 4) Add water. 5) Press start button.

Managing your sales funnel to stay it from clogging or drying up and progressing opportunities to a shut can be simply as uncomplicated as prepping your morning java. By prioritizing a few crucial activities, you can simplify and speed up your funnel management process.

Initial, classify the accounts you are operating on into one of 4 categories: Best Few - those opportunities nearest to a win; Above the Funnel - opportunities you have got verified as having a need for your solution; Within the Funnel - those you've got determined to own the potential to close; and Universe - information exists suggesting the organization may be a perfect prospect. From there, follow this sequence to avoid a dry funnel and move sales forward:

Best Few: Work on finishing tasks that can advance opportunities nearest to a shut, like ensuring you are connected with the person who can create the ultimate decision.
Universe: High-performers look for brand new business opportunities immediately once closing business to avoid an empty funnel. Search for information that means prospects may have a want for your solution.
On top of the Funnel: Qualify these opportunities by identifying the key players in the organization and uncovering their issues.
In the Funnel: Move these opportunities nearer to the Best Few position by connecting with the key contacts and discussing how your answer addresses their objectives.

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