Funnel Management

Sales Funnel Management is essential for any company seeking to achieve growth while keeping the cost of sales under control. Very often, companies lack a clear plan for filling their pipeline with long-term opportunities. Typical challenges facing Sales Executives when striving to balance the funnel include:

• Salesmen have no clear insight into the customer’s buying cycle
• Sales staff learn by time-consuming trial and error
• Inaccurate forecasting
• Sales get leads that are not qualified and/or are not ready to buy
• The organisation lacks the skills to build up a balanced pipeline

Our customers implemented the following capabilities

Perpetos clients have been able to build a balanced sales pipeline, offering sustainable growth opportunities in the long term, implementing the following capabilities:
 

• Identifying milestones in the buying cycle to understand the customer’s readiness to buy; does he feel a ‘latent pain’, ‘admitted pain’ or ‘urgent need’
• Developing tools for monitoring these milestones closely
• Aligning their sales cycle with the customer’s buying cycle
• Developing consistent Lead Generation and Lead Nurturing programmes
• Coaching and mentoring the sales force
• Developing the skills of sales reps for taking action at the right time

The results

One of our clients, a major international telecommunications player, boosted turnover by 25% by implementing a change process with Perpetos and involving a number of the above mentioned capabilities.