SF-200 | B2B Software Sales Funnel WORKSHOP
Learn the COMPLETE, SPECIFIC, and EXPERT system just for B2B software sellers.
NOTE: This workshop course is not currently available for new enrollment.
As a small software company Founder or Sales VP, you know that consistent sales are the difference between your company running smoothly OR going-out-of-business.
When you fail to grow sales, it's because the interdependent systems you put in place to market & sell your offerings -- collectively called the SALES FUNNEL -- do not work together effectively.
When your SALES FUNNEL doesn't work, you experience critical breakdowns:
With a BROKEN sales funnel in place, your sales productivity falters. You struggle to train your sales force (especially new hires). You can't retain sales managers. Expenses grow faster than revenues and choke your company's growth.
To dependably grow sales, your sales funnel must enable you to continually:
So how do you meet these challenges and grow your company? Start by admitting your current sales funnel isn't serving you.
If you're like most small software company sales leaders for whom I've consulted, your sales funnel is a patchwork quilt of methods stitched together via trial-and-error over the course of years.
Instead of helping you grow your business, your BROKEN sales funnel is slowing you down and causing you to miss opportunities. It's DESTROYING your sales.
It's not your fault. All funnels are not created equal. Search Google for the term "sales funnel" and you'll get lots of pretty pictures and generic advice. Sales funnels are a dime a dozen.
But B2B software sales leaders can't use a vague, generic sales funnel. To meet the unique challenges and requirements demanded of you, you must implement the sales funnel PURPOSE-BUILT to sell software to businesses.
Just like a production line in a manufacturing plant, your sales funnel generates results based on how well each task works within the entire system.
In the first part of this online course, you will learn the EXACT sales funnel stages and PRECISE steps that business software sellers must follow to IDENTIFY targets, ENGAGE prospects, ACQUIRE customers, and GROW existing business.
This course introduces the four stages of the B2B Software Sales Funnel, shown below. It details the core tasks essential to each stage and explains how they work together. You'll get the complete picture of the B2B Software Sales Funnel - from beginning to end with no detail left out - that you can't get anywhere else.
With this knowledge, you can escape the trap of the generic, one-size-fits-all sales funnel and start driving sales in the right direction.
Knowing is half the battle. The other half is execution. To supercharge your sales machine, you've got to set the right priorities. You've got to know what to fix first, second, and last.
In the second part of this online course, you will SCORE how effectively your sales funnel is enabling your B2B software sales today. You will identify WEAKNESSES in your sales process that are causing opportunities to slip through your fingers.
Armed with this knowledge, you'll see just where your sales funnel leaves business on the table AND you'll know exactly what sales tasks you can improve to send sales soaring.
When you purchase this course, you GET the most specialized B2B software sales training in existence and the proprietary B2B software sales effectiveness diagnostic.
But you RECEIVE so much more. When you put this knowledge into practice you will:
Fixing a broken sales funnel is the most impactful step you can take toward boosting your sales. How much is sales growth worth to you?
Why Your Sales Are Stuck
Revenue Equation & Sales Derailers
B2B Software Sales Funnel
Force Field Analysis
Stage 1 Components
1A. Understand Value Drivers
1A. Understand Value Drivers - Full Example
1B. Target Customer Persona
1C. Determine Competitive Position
1D. Establish Value Proposition
Stage 2 Components
2A. Generate Demand
2B. Nurture Leads
2C. Prioritize Prospects
2D. Engage Prospects
Stage 3 Components
3A. Lead Discovery
3B. Qualify Prospects
3B. Qualify Prospects - Prospect Qualification Checklist (PQC)
3C. Demonstrate Value - Counting Value
3C. Demonstrate Value - Demo Best Practices
3D. Close Business - Proposal Structure
Stage 4 Components
4A. Build Roadmap
4B. Drive Upsells
4C. Secure Renewals
4D. Develop References