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Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

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?.

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Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

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  1. Joaquín Espinosa Cambridge ESOL ComunidadValenciana

  2. 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.

  3. Going for a win-win solution • But is it really possible?

  4. Solution Selling I Win, YouWin I Win, You Lose I Lose, You Win I Lose, You Lose

  5. 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?

  6. Sales Funnel • Why have a sales funnel ? Benefits ? • Relevance of the shape? • Whose benefit ?

  7. Funnel Population • How do you populate the top of your funnel ?

  8. Funnel Lead generation “In” End £ / €

  9. What is qualification ? • Deciding where to place your bets • Making order of chaos

  10. TargetingOpportunitySegments BULATS BEC YLE Lower Main Suite Upper Main Suite Government Corporate Private Education State Education

  11. Funnel Pre-Qualification LEADS Qualification OPPORTUNITIES

  12. Qualification: Is it Worth it? Large Size of opportunity Small High Low Resource needed

  13. Probability WIN LOSE SLOW FAST

  14. A final word One important rule of Sales: You can’t sell everything to everyone.

  15. Conclusion We’velooked at: • Generating Leads – populatingthe top of thefunnel • Qualifying Leads – “in” thefunnel. • Qualifyingspecificopportunities. • Learningwhentosay ‘no’.

  16. Conclusion Thankyouforyourattention. Joaquín Espinosa Cambridge ESOL Comunidad Valenciana

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