The Sales Funnel…the what?

     Many of you have heard of a funnel cloud…but what about a Sales Funnel?  A sales funnel is simply a sales process that uses a systematic approach to sell products and services.  There is a growing amount of published literature available that approaches Sales as a process, from the view of an engineering discipline.

     Why would you want to use this process?  Because you would have a well thought-out process that would include management of both the seller and buyer, standardized customer interactions, and measurable revenue generation.  One of the major advantages of approaching Sales as a process; there are a multitude of tested design and improvement tools available from other successful process-oriented businesses.  Applying the familiar principles of quality and process engineering should also work for a sales process.

    The steps or stages in a sales process will vary for each business, but they would usually follow the following elements;

 Initial contact
 Application of Initial Fit Criteria
 Sales lead
 Need identification
 Qualified prospect
 Proposal
 Negotiation
 Closing
 Deal Transaction

Or perhaps some alternative steps could be the following;

 Prospecting/Initial contact
 Approach-planning of the sale
 Approach
 Needs assessment
 Presentation
 Meeting objections
 Gaining commitment
 Follow-up

In general these are the typical steps taken in traditional sales, but they may vary depending upon the situation.  Mapping your process provides a starting point for analysis and continued improvement.  The elements in the list above have been described and flow-charted in published literature.  In at least one example they depicted a cross-functional approach that integrated areas such as sales, marketing, customer service, and information systems.

A sales process can reduce risk by controlling the flow of deals based upon information or execution of procedures that move you to the next step.  These steps walk a sales person from meeting the client to closing the deal.  An unpleasant sales experience can be analyzed and, in some cases, shown to have skipped essential steps.  A solid process can also dramatically impact forecasting accuracy and predictability in revenue results.

Some additional sources of information on this topic include;

Mind Tools, Essential skills for an excellent career

Entrepreneurs-Journey.com, The Sales Funnel Explained

Math Marketing, Sales Funnel Calculator

Sales Management Insight, Sales Funnel

The Funnel Principle: What Every Salesperson Must Know About Selling , by Mark Sellers

Success Secrets of the Sales Funnel: The Proven, Scientific Selling Method of Going from "Hello" to the Contract , by Ray Leone

Keeping the Funnel Full: The Definitive Authority on Solution Selling, by Don Thomson

Use one of the sales processes described in the publications above, or develop and tailor a Sales Funnel for your organization.

Which Internet Marketing Channels Fit You Best?

Are some internet marketing channels better than others? The pros and cons of each channel depend on your situation.  Here is our analysis of the characteristics of several internet marketing channels so you can determine which channels will fit your situation best.

What's in a name?

Developing a name for our company was a challenging endeavor.  We wanted a name that we liked, but also something unique.  Of course flowers, especially daffodils, tend to drift to the forefront of my mind, so it was an obvious choice to incorporate the name of a flower into our company name. 

The Tenby Daffodil, 1796, was one of the first 'named' daffodils that we planted in our yard when moving back to Illinois during 2000.  This little daffodil has grown wild for centuries on the coast of Wales, and its early blooms were once rushed to London to be sold at Covent Garden.  True to form, it is one of the first daffodils to bloom in Shiloh during the early spring.  This is a truly wonderful site after a cold winter.  Its trumpet is shorter than most species daffodils, adding to its pudgy charm. Because of the timing of its bloom, and perfect shape of each flower, we look forward to seeing it every year.

Since our career of choice involves working with new technologies to develop Internet marketing solutions, incorporating 'Tenby' with technologies seemed the obvious solution.  Tenby Technologies opened for business during January of 2008.

How did you create the name for your business?

Lynn Slackman co-owner Tenby Technologies  - Web Site Design & Internet Marketing

You are smarter than Einstein, when he was asleep.

There are a lot of smart and talented people in the world.  Some of these smart and talented people are even smarter and more talented than you. 

Before you get all depressed about this fact, consider this. You are smarter, more talented, more clever, and better at math than anyone else while they are sleeping.   No one can be smart and talented while they are asleep.

What are we talking about?

The point we are trying to make is that no matter how smart and talented these people are you can out work them.  Working hard requires no great talent or skill.  All it takes is determination.  While those smart and talented people are slacking, sleeping, or playing video games, you can excel.  No one can be more determined than you if you want "it" enough. Determination alone can make up for a lot and once you get going, they will not be able to keep up with you.

One more thing...

While it is better to be determined than talented, the best situation is to be determined and talented.  The point here is that the one area you need to be most determined about is making yourself a better person.  A lot of people assume talent is gift. It is not.  Talent is developed through hard work and practice.   Be determined to reach your goals, but be sure one of those goals is to be the best you, you can be.

"Never go backward. Attempt, and do it with all your might. Determination is power." - Charles Simmons


Tenby Technologies