Joaquín Espinosa Cambridge ESOL Comunidad Valenciana
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Transcript of Joaquín Espinosa Cambridge ESOL Comunidad Valenciana
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Objective
• To provide a basic grounding on leads management and how to use the sales funnel to identify how to assign resources and generate new business in a cost-effective way.
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Going for a win-win solution
• But is it really possible?
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Solution Selling
I Win,I Win,You WinYou Win
I Win,I Win,You LoseYou Lose
I Lose,You Win
I Lose,You Lose
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Your current Leads
• Think of three or four important leads you’re working on.
• Who/what are they?
• How did you find them?
• How much might they be worth?
• How do you feel about them?
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Sales Funnel
• Why have a sales funnel ? Benefits ?
• Relevance of the shape?
• Whose benefit ?
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Funnel Population
• How do you populate the top of your funnel ?
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Funnel
Lead generation
End
“In”
£ / €
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What is qualification ?
• Deciding where to place your bets • Making order of chaos
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State Education
Targeting Opportunity Segments
Corporate
Government
Private Education
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Funnel Pre-Qualification
LEADS
QualificationOPPORTUNITIES
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Qualification: Is it Worth it?
Resource needed
Large
Small
LowHigh
Size of opportunity
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Probability
WIN
FAST
LOSE
SLOW
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A final word
One important rule of Sales:
You can’t sell everything to everyone.
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Conclusion
We’ve looked at:• Generating Leads – populating the top of the
funnel• Qualifying Leads – “in” the funnel.• Qualifying specific opportunities.• Learning when to say ‘no’.
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Conclusion
Thank you for your attention.
Joaquín Espinosa
Cambridge ESOLComunidad Valenciana