Stalled deals in the sales funnel occur for a variety of reasons, many times for unfounded excuses by prospects. How can sellers learn to see these excuses on the horizon and focus their efforts accordingly?
We believe that a series of questions, asked at the right times, can qualify prospects at various stages of the funnel. Taking the answers into consideration during call planning and debriefs can help sellers see a stalled deal on the horizon and work to focus their efforts elsewhere. Our experience and research has uncovered that 40% of deals in the average sales funnel are dead or never truly existed. We know the necessary strategies and tactics, and have built lead management training materials that help organizations achieve and maintain superior funnel health.
The course begins with an overview of what to expect, reflection on the common pitfalls of prospecting and a framework for daily practice.
In this section, you learn how to assess a buyer’s urgency to make a purchase as well as what motivates buyers to take action. The ability to prioritize accounts based on those most likely to buy, is the foundation for a healthy funnel.
This section emphasizes the importance of what triggers certain kinds of questions and what to listen for during the qualification process. It explores different question types and teaches when each type of question is most appropriate, what to do with the answers a seller hears. This allows you to determine if there is a true opportunity, if you can win and if you can align successfully with buyers’ expectations.
Engaging in productive conversations with buyers is the predominate way to create value and differentiate yourself and your product / service. In this section, you learn to strategize for calls, develop on-point call plans and explore ways to establish relationships with varying Decision Makers throughout the qualification process.
Get a social media-friendly Certificate of Completion validating your successful achievement of learning to quickly qualify more quality opportunities that are winnable in your funnel.
These subsequent four sections offer review of the Qualify for Quality© content and include additional assignments and tests to continue on your path to mastery.
Qualification supports two important facets of sales team success: funnel health, and efficient use of time by sales professionals, focusing on opportunities that really exist. Lead qualification training helps sales teams construct a framework for questions and answers necessary in every prospect interaction to get a closer look into their decision journey. Lead management training redefines how sales teams view their funnel, the movement within it, and its overall health. Qualify for Quality© customers have experienced a 20% reduction in stalled deals in the funnel, and a 30% average reduction in sales cycle time.
Prospecting training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team member’s can interact in group exercises and discussions to increase continuity across the organization.
Funnel Clarity's prospecting training had an immediate and positive impact on our business development organization. We were given an understanding of the 'balance between art and science' of prospecting through an engaging two-day training workshop. We learned "lab" tested best practices and how to best use them in applicable situations. Having gone through the training twice now, I can confidently say that I am better for it. I would recommend the training course at least once per year!
Funnel Clarity training provided my team and I will excellent training in how to approach real-life objections. I would highly recommend Funnel Clarity training to any sales organization.
The creative material is unique to itself and really works. Funnel Clarity's representatives are able to teach true sales professionals new ways to approach clients that provide positive results.
Best sales training we've received by far. Our team still refers to the Funnel Clarity manuals regularly and uses the terminology we learned from Funnel Clarity.
Funnel Clarity is a well organized, highly responsive, and utterly professional organization. They engaged me as a customer and were a pleasure to interact with.
With Fearless Prospecting© sellers can overcome discomfort, overcome resistance from prospects and set many more first appointments with qualified potential buyers. The tactics taught in Fearless Prospecting© have been developed from research and are surprisingly non-intuitive.
The modern sales professional needs more than just a questioning model. To maximize success a seller needs to understand how to “counsel” buyers to make great decisions. This course focuses on the tactics and strategy of providing this kind of buying guidance to every decision maker.
Selling an innovative and/or disruptive solution is different than selling a competitive offering in a mature market. This course teaches sellers with start-ups, emerging growth companies or those with innovations from mature companies how to make immediate significant penetration in a new marketplace.
Effective account management requires more than just reacting to customer inquiry. This course teaches the techniques required for proactive account management. These tactics are essential in order to create value for existing customers, ensure ease of renewal and for uncovering upsell/cross-sell opportunities.
The challenges facing inside sellers differ from those that face a field salesperson. This course teaches inside/digital sellers the tactics and strategy necessary for maximum results when selling to remotely located decision makers they may never meet in person.