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Strategic Selling Funnel Management

Strategic Selling Funnel Management

Strategic Selling® Funnel Management provides organizations a method for analyzing opportunities within the sales funnel and for identifying ideal salesperson behaviors that will enhance sales performance. This programme provides a way to examine individual sales funnels to recognize key actions to be taken by both the sales professional and the customer to help move opportunities through the funnel.

Strategic Selling® Funnel Management provides organizations a method for analyzing opportunities within the sales funnel and for identifying ideal salesperson behaviors that will enhance sales performance. This programme provides a way to examine individual sales funnels to recognize key actions to be taken by both the sales professional and the customer to help move opportunities through the funnel.

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Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentStrategic Selling Funnel Management

Strategic Selling® Funnel Management helps sales leaders, managers and mentors remain close to potential sales opportunities as they advance through each funnel stage and share best practices for improving identification of the specific actions needed to move them forward. During this session the organization will develop a customized sales funnel to improve adoption of the tool and increase forecasting accuracy. A Miller Heiman Group expert will detail proper documentation for tracking both the selling organization’s sales process and the customer’s buying process.

The goal is to deliver an enhanced understanding and application of the sales funnel from Strategic Selling® to better prioritize the opportunities competing for limited resources and increase close ratios by targeting those that represent the best return on investment.

Strategic Selling® Funnel Management may be the right solution if your company is trying to:

  • Implement consistent adoption of a sales funnel process.
  • Eliminate wasted energy in the sales cycle.
  • Raise confidence in advancing opportunities to a close.
  • Reinforce selling behaviors and activities that move sales forward.
  • Increase forecast accuracy.
  • Improve predictability.

Objectives and Benefits

Enable field sales to:

  • Quickly identify actions required to move opportunities through the sales process.
  • Manage selling time and priorities based on the number or value of opportunities in the funnel.

Enable sales management and senior leadership to:

  • Identify whether opportunities are placed in the right funnel stages based on established criteria.
  • Improve forecast accuracy and funnel management.
  • Identify coaching opportunities to help teams and individuals create a steadier stream of prospects to move through the funnel.

Target group

Who Should Attend:

Any member of the organization responsible for ensuring proper use and application of a sales funnel process and the Strategic Selling® concepts and tools including sales operations, sales management, and peer mentors.

Agenda

Participants' Comments

“We are having in-depth, monthly reviews and Blue Sheeting our top three prospects and existing accounts. It has been amazing.”

REGIONAL VICE PRESIDENT, STAFFING AND RECRUITING

Certification

The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

Certification tracks have been specifically designed for individual sales roles.

Dates and feesStrategic Selling Funnel Management

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