This is a typical, if complex, sales and marketing funnel or pipeline. Although the concept has it’s flaws, it is a convenient way to summarise the sales and marketing process.
Our Sales Pipeline Analysis carries out a detailed examination of some or all of your sales and marketing processes to identify which improvements can be made and where. It draws on our deep experience of selling technical products and services to a wide range of scientific, engineering and technological customers around the world.
- Who are our customers?
- How should we approach them?
- Why should they buy from us?
Middle-stage problems in the Qualification, Proposal and Post-Proposal sections can occur when too much emphasis is placed on selling the technical features of your products at the expense of identifying and promoting the relevant benefits.
These are also the areas in which momentum can be lost while the customer is ‘thinking about it’. Are you addressing your ‘What, Why, When’ questions correctly?
- What do you need?
- Why do you need it
- When do you need it?
Late-stage problems with Commitment, Order and Post-Order sections can arise if earlier processes have not been fully implemented. These are not restricted to the product but should include things like delivery, payment and other contractual terms. These are also the areas in which profit can be lost by discounting to win the order.
Are you answering the customers ‘Am I, What, Do I’ questions fully?
- Am I making the right decision?
- What evidence supports this decision?
- Do I fully understand the value?
Successful, profitable and sustainable business is not just about pouring more and more suspects into the top of the funnel. Our Sales Pipeline Analysis will give you a deep understanding of how your sales processes create customers from prospects, along with the tools to optimise each and every stage.
Contact us if you would like help on winning more business, more profitably by improving the flow of prospects through your pipeline.