Business-to-business product





Select a business-to-business product and describe a selling scenario using the funnel. Identify the likely selling work you might perform at each level of the funnel as that opportunity wends its way towards a completed sale. Use the Strategic Selling description of a sales funnel (Chapter 17 p.350) and the high level graphic below to align your actions with each step. Pages 7-9 in this week’s topic outline have detail on specific steps for each stage. For example…
Narrowing the universe – I’ve been analyzing a database of possible prospects and discovered a company that fits my “ideal customer” concept because they are…
Above the Funnel – I have further investigated this company by doing x and y and have determined that there is a fit between…
In the Funnel – I am covering the bases to move this sale into a favorable position by…
Best Few – I am 95% certain of closing this sale and only need to do x and y to ensure that the customer’s decision is finalized
There’s no incorrect answer so be imaginative! But…be sure to adopt the persona of a sales person.



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