【正文】 機(jī)會(huì)的狀況Focus 關(guān)注 個(gè)人業(yè)績(jī)和機(jī)會(huì)的提升 Performs 實(shí)施 漏斗分析? Sales 銷售 Provides 提供 可核實(shí)的結(jié)果、證據(jù)和更新Collaborates 與經(jīng)理 同心協(xié)力 Executes 執(zhí)行 協(xié)商好的計(jì)劃并返回報(bào)告Updates 更新 機(jī)會(huì)漏斗How to improve the quality of Funnel? 如何提升漏斗的質(zhì)量 ?2023年 9月 12日 31Agenda 目錄n Funnel Management 漏斗管理? Account Planning Process 客戶規(guī)劃流程? Account Selling Process 客戶銷售流程? Funnel Management 漏斗管理? Sales Forecast 銷售預(yù)測(cè)n In Summary 總結(jié)2023年 9月 12日 32Balance Sheet 平衡表Sale Step銷售步驟Revenue收入Yield產(chǎn)量 Ideal Balance% 理想平衡Actual Balance% 實(shí)際平衡Differentiation差距 Quality 10% 10 20 +10Develop 20% 20 29 +9Solution 40% 25 19 6Proof 60% 25 23 2Close 80% 20 9 11Total 100% 100%? Where is the problem, if any? Why? 有什么問題嗎？為什么？? Is it an opportunity or performance problem? Why? 是機(jī)會(huì)還是業(yè)績(jī)問題？為什么？? If there is a problem, what will you do to fix it? 如果真是問題，你將怎樣解決？? What is the advantage to you for fixing it? 問題解決了對(duì)你有哪些好處？2023年 9月 12日 33Agenda 目錄n Funnel Management 漏斗管理? Account Planning Process 客戶規(guī)劃流程? Account Selling Process 客戶銷售流程? Funnel Management 漏斗管理? Sales Forecast 銷售預(yù)測(cè)n In Summary 總結(jié)2023年 9月 12日 34QualifyDevelopSolutionProofCloseNeg.DeployWinning Strategy制勝策略Proof: 證據(jù) : .UCV Delivery提供 UCVFilter out GarbageBased on Buying cycle and Selling cycle基于銷售流程與采購(gòu)流程的銷售漏斗DiscoverPlanning Selling 計(jì)劃及銷售Funnel Management 漏斗管理MarginMaximize利潤(rùn)最大化Verbal Approval口頭承諾Win !!!贏 !!!Deploy2023年 9月 12日Funnel Based Selling Process 以 “漏斗 ”為基礎(chǔ)的銷售過程1735% Improvement if Executed如果貫徹執(zhí)行，業(yè)績(jī)提高 1735%? With Discipline 訓(xùn)練? With Consistency 協(xié)調(diào)一致? With Regularity 規(guī)律 /系統(tǒng)化? With Predictability 可預(yù)測(cè)2023年 9月 12日 36結(jié) 束有效的分析，是成功的關(guān)健w 靜夜四無鄰，荒居舊業(yè)貧。Benefit收益wUnderstand the factors that impact your Portfolio 理解影響你業(yè)務(wù)量的因素wEffectively assess and prioritize the a/cs in your portfolio. 有效的評(píng)估業(yè)務(wù)范圍內(nèi)的客戶，并對(duì)他們進(jìn)行優(yōu)先等級(jí)的排序Analyzing your Future Potential 分析你的未來前景2023年 9月 12日 7Future Potential未來前景=? Organization Characteristics 組織特征? Market Growth Position 市場(chǎng)增長(zhǎng)定位? Solution requirements 方案需求? Strategic Market Value 有戰(zhàn)略意義的市場(chǎng)價(jià)值? Track record 記錄? Sponsorship 支持者? Cultural patibility 文化兼容性? Opportunities 各種機(jī)會(huì)? Solution Fit 解決方案的適用性? Competitive Advantages 競(jìng)爭(zhēng)優(yōu)勢(shì)A/C Profile +客戶概況Opportunity Pipeline機(jī)會(huì)儲(chǔ)備+ Relationship 關(guān) 系2023年 9月 12日 81OrganizationalCharacteristics組織特征w How is the a/c’s Performance (., Sales growth, Profitability etc.)? 客戶的業(yè)績(jī)?nèi)绾?( 例如銷售增長(zhǎng)和效益等 )？w What’s their employment trend? Growing/declining in size? 他們的規(guī)模趨勢(shì)如何？是擴(kuò)充還是裁員？w Have there been any recent mergers/acquisitions/reogs? 最近有新的舉動(dòng)嗎，是合并、并購(gòu)、還是重組？2Market Growth Position市場(chǎng)定位w What’s this a/c’s primary market? 此客戶的主要市場(chǎng)是什么？wWhat’s the economic climate for their primary market? 現(xiàn)在其主要市場(chǎng)的情況如何，屬于淡季還是旺季？w What’s their overall petitive position in their primary market? 他們?cè)谥饕袌?chǎng)中所處的競(jìng)爭(zhēng)地位如何？w What’s this a/c’s shortand longterm growth potential? 他們的長(zhǎng)期和短期的增長(zhǎng)潛力如何？3Solution Requirements方案需求w How well can our solutions meet the a/c’s needs? 我們的解決方案是否能與客戶需求匹配得很好