| Perfect Pipeline Value Proposition |
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| Key Questions |
When evaluating your organization's Lead gen effectiveness, consider five important points:
1. What does it cost to identify, qualify, quote and close each new customer?
2. What is your average sales cycle?
3. How accurate and visible is your sales pipeline?
4. What is your current win rate (closing ratio)?
5. How many differect relationships do you build with each prospective customer?
6. Do you perform regular analysis of Wins and Losses to determine buying motivations and decision factors?
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Meeting your revenue goal is all about having enough of the right kinds of prospects in your sales pipeline. The Perfect Pipeline consists not only of quantity, but also quality. MFGA helps you understand how to develop a strong sales pipeline with strategic, long-term customers. A pipeline is built over time through the consistent execution of your marketing plan. This requires effective plans for creating awareness to drive lead generation. It also means having efficient processes in place to qualify prospects and advance them through the sales funnel. The sessions in this module address both process and strategy for effective lead generation and sales.
MFGA's Perfect Pipeline module addresses these topics:
- Sales process design and implementation
- Developing effective lead generation campaigns
- Developing effective Awareness & Education campaigns
- Leveraging Public Relations
- Implementing Solution Selling Methodologies
- CRM and Salesforce automation technologies
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Sales people need to prioritize their time with their best prospects. On average, fewer than 7% of leads that are passed from marketing to sales actually should be. Effective pipeline managment requires marketing processes that produce quality leads.
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