The Funnel Principle: What Every Salesperson Must Know About Selling

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9780980190205: The Funnel Principle: What Every Salesperson Must Know About Selling

Selected by Selling Power Magazine as one of the 10 Best Books to Read in 2010! For years, sales executives have viewed the sales funnel, a.k.a. the pipeline, as a tool that salespeople might use to keep track of accounts and opportunities. That is, something nice to have but not necessary to run the business. In companies where the funnel does get some attention, standardization is weak or nonexistent. Further, the 'traditional' funnel design that is used by most organizations is flawed and can do more harm than good. In The Funnel Principle: What Every Salesperson Must Know About Selling, author Mark Sellers sets a new standard for the sales funnel with an innovative BuyCycle Funnel design and 8-Step Process for complete funnel management. He shows salespeople how the funnel as a business tool has been undervalued and misused. With the right approach and persistent commitment, the funnel has great potential to help salespeople and sales leaders achieve the one true measure by which they are judged - hitting quota.

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About the Author:

Founder and CEO of Breakthrough Sales Performance, LLC, Mark Sellers has emerged as a renowned authority on sales funnel management and effective sales process. Cited with making significant, measurable and sustainable contributions to clients' business objectives, Mark's sales consulting expertise has impacted corporations around the world. His clients currently include some of the most recognized names in the business: Whirlpool, Goodyear, Cardinal Health, Honeywell, MEDRAD, Tenneco, Smith & Nephew, Mass Mutual and T Rowe Price. Consulting personally with sales leaders worldwide, Mark is recognized for his ability to help companies make wholesale changes to their corporate selling processes. Mark understands that the key to successful selling is through the management of the sales process as a whole, with sales funnel competency playing a critical role. Breakthrough Sales Performance is an innovative sales consulting firm that approaches the sales process through the eyes of the customer.

Review:

Mark's process-driven approach gives you the edge to consistently compete and win. --Hank Babiarz, EVP, Sales & Marketing, GA Braun The Funnel Principle presents a revolutionary challenge to rethink the sales funnel from a new perspective - the customer's perspective. All too often, salespeople approach the sales process with a funnel filled only with sales techniques and selling activities to utilize. Mark's book challenges this traditional view and redefines sales success by approaching sales from the customer's buying perspective. The Funnel Principle's BuyCycle Funnel design helped my company rethink the way we utilize the sales funnel. After reading Mark's book, we incorporated the BuyCycle Funnel into our sales process and, already, we have seen an increase in our sales performance overall. The Funnel Principle helped us to refocus our sales process and to remember that sales really is about the customer. --Kristi Simone, Innovate! Marketing, Inc.

The Funnel Principle presents a revolutionary challenge to rethink the sales funnel from a new perspective - the customer's perspective. All too often, salespeople approach the sales process with a funnel filled only with sales techniques and selling activities to utilize. Mark's book challenges this traditional view and redefines sales success by approaching sales from the customer's buying perspective. The Funnel Principle's BuyCycle Funnel design helped my company rethink the way we utilize the sales funnel. After reading Mark's book, we incorporated the BuyCycle Funnel into our sales process and, already, we have seen an increase in our sales performance overall. The Funnel Principle helped us to refocus our sales process and to remember that sales really is about the customer. --Kristi Simone, Innovate! Marketing, Inc.

The Funnel Principle presents a revolutionary challenge to rethink the sales funnel from a new perspective - the customer's perspective. All too often, salespeople approach the sales process with a funnel filled only with sales techniques and selling activities to utilize. Mark's book challenges this traditional view and redefines sales success by approaching sales from the customer's buying perspective. The Funnel Principle's BuyCycle Funnel design helped my company rethink the way we utilize the sales funnel. After reading Mark's book, we incorporated the BuyCycle Funnel into our sales process and, already, we have seen an increase in our sales performance overall. The Funnel Principle helped us to refocus our sales process and to remember that sales really is about the customer. --Kristi Simone, Innovate! Marketing, Inc.

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