Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

Joaquín Espinosa

Cambridge ESOLComunidad Valenciana

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.

Going for a win-win solution

• But is it really possible?

Solution Selling

I Win,I Win,You WinYou Win

I Win,I Win,You LoseYou Lose

I Lose,You Win

I Lose,You Lose

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?

Sales Funnel

• Why have a sales funnel ? Benefits ?

• Relevance of the shape?

• Whose benefit ?

Funnel Population

• How do you populate the top of your funnel ?

Funnel

Lead generation

End

“In”

£ / €

What is qualification ?

• Deciding where to place your bets • Making order of chaos

State Education

Targeting Opportunity Segments

Corporate

Government

Private Education

Funnel Pre-Qualification

LEADS

QualificationOPPORTUNITIES

Qualification: Is it Worth it?

Resource needed

Large

Small

LowHigh

Size of opportunity

Probability

WIN

FAST

LOSE

SLOW

A final word

One important rule of Sales:

You can’t sell everything to everyone.

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’.

Conclusion

Thank you for your attention.

Joaquín Espinosa

Cambridge ESOLComunidad Valenciana