16
Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

  • Upload
    stacy

  • View
    52

  • Download
    0

Embed Size (px)

DESCRIPTION

Joaquín Espinosa Cambridge ESOL Comunidad 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?. - PowerPoint PPT Presentation

Citation preview

Page 1: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Joaquín Espinosa

Cambridge ESOLComunidad Valenciana

Page 2: Joaquín  Espinosa Cambridge ESOL Comunidad 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.

Page 3: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Going for a win-win solution

• But is it really possible?

Page 4: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Solution Selling

I Win,I Win,You WinYou Win

I Win,I Win,You LoseYou Lose

I Lose,You Win

I Lose,You Lose

Page 5: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

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?

Page 6: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Sales Funnel

• Why have a sales funnel ? Benefits ?

• Relevance of the shape?

• Whose benefit ?

Page 7: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Funnel Population

• How do you populate the top of your funnel ?

Page 8: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Funnel

Lead generation

End

“In”

£ / €

Page 9: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

What is qualification ?

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

Page 10: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

State Education

Targeting Opportunity Segments

Corporate

Government

Private Education

Page 11: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Funnel Pre-Qualification

LEADS

QualificationOPPORTUNITIES

Page 12: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Qualification: Is it Worth it?

Resource needed

Large

Small

LowHigh

Size of opportunity

Page 13: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Probability

WIN

FAST

LOSE

SLOW

Page 14: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

A final word

One important rule of Sales:

You can’t sell everything to everyone.

Page 15: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

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’.

Page 16: Joaquín  Espinosa Cambridge ESOL Comunidad Valenciana

Conclusion

Thank you for your attention.

Joaquín Espinosa

Cambridge ESOLComunidad Valenciana