Where is my next project coming from? Sales Pipeline Management - - PowerPoint PPT Presentation

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Where is my next project coming from? Sales Pipeline Management - - PowerPoint PPT Presentation

Feb 24, 2023 307 likes •694 views

Where is my next project coming from? Sales Pipeline Management For Freelancers and Small Agencies 2 Hello! I am Chris ODonnell I have spent way too much of my career as the salesperson for small companies @chrisod

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Where is my next project coming from?

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Sales Pipeline Management For Freelancers and Small Agencies

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Hello!

I am Chris O’Donnell I have spent way too much

  • f my career as “the”

salesperson for small companies @chrisod chris@odonnellweb.com https://odonnellweb.com

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Commercial Break

▪ Digital Strategist with Promet Source ▪ chrisod@prometsource.com

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Yes, we are hiring.

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And You Are?

▪ Freelancer? ▪ Founder / Leader @ small agency? ▪ Technical or Creative background?

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Marketing vs. Sales

Does it matter?

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Marketing ▪ Gets people to raise their hand for help. □ 4 Ps of Marketing

What’s the difference?

Sales ▪ Does everything else

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Sales is finding people you can help and offering to help them in exchange for something you value.

  • Chris O’Donnell

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Sales Funnel

What is it and why do I care?

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So many funnel models

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So many funnel models

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So many funnel models

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It’s actually a spreadsheet, and a spreadsheet usually means math

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Planning

So, you want $500K in new sales next year...

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If you fail to plan, you plan to fail.

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Someone’s sitting in the shade today because someone planted a tree a long time ago

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I have never worked a day in my life without selling. If I believe in something I sell it hard.

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Sales Funnel Setup

▪ Determine stages - keep it simple ▪ Lead - 5% ▪ Qualified - 10% ▪ Prospect - 20% ▪ Pitched / Proposed - 25% ▪ Short List - 40% ▪ Verbal - 90% ▪ Wins -100%

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Stage Probability Quantity needed $$$ Lead 5% 200 Qualified 10% 100 $5,000,000 Prospect 20% 50 $2,500,000 Pitched / Proposed 25% 40 $2,000,000 Short List 40% 25 $1,250,000 Verbal 90% 11 $550,000 Won 100% 10 $500,000

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Tactics

Getting people to raise their hand for

  • help. (Lead Gen or Prospecting)

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1-7-30-4-2-1

It’s a mnemonic, not a math problem

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Lead Gen Activities

1 Things you do daily

  • Follow up on leads
  • Social Media
  • Review new RFPs

7 Things you do weekly

  • Publish blog post
  • Promote older blog post
  • Email newsletter

30 Things you do monthly

  • Attend Drupal meetup
  • Attend other meetups

4 Things you do 4X a year

  • Drupal Camps
  • Publish new case study

2 Things you do 2X a year

  • Non Drupal specific conference
  • Publish white paper

1 Things you do once a year

  • DrupalCon

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There is no right answer

▪ Lead Gen mix varies with market ▪ Do you what you are good at or like ▪ You can’t do it all anyway - even if it is your full time job ▪ Real Example

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Qualifying

Most of your leads will be worthless

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There is an acronym for that

▪ Budget ▪ Authority ▪ Need ▪ Timing ▪ Technical and creative founders not good at this

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Prospects

Working them through the sales funnel

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This is not a Sales 101 seminar

▪ 1000s of sales books - all kind of saying the same thing ▪ Technical and creative founders generally ok at this part ▪ You are not selling Drupal ▪ You may never get a second meeting

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A Few Sales Books I Like

▪ How To Win Friends and Influence People ▪ SPIN Selling by Neil Rackman ▪ The Challenger Sale - Matthew Dixon ▪ SNAP Selling - Jill Konrath ▪ To Sell Is Human - Daniel Pink

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How To Win Friends...

"Of course, you are interested in what you want. But no one else is. The rest of us are just like you: we are interested in what we want." - Dale Carnegie

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SPIN Selling

▪ Complex sales won by people asking certain kinds of questions. ▪ Situation / Problem / Implication / Need-Payoff ▪ Lose - Hold - Advance - Win

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The Challenger Sale

▪ "Relationship builders, hard workers, lone wolves, reactive problem solvers, and challengers" ▪ Challengers most successful (40% top performers) ▪ Educate first then challenge customer assumptions

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SNAP Selling

▪ Simple ▪ Be iNvaluable ▪ Aligned ▪ Prioritized ▪ Three decisions (Allow access / initiate change / do something) ▪ Only book in list that delivers a “system”

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BONUS - Why Is Your Name Upside Down?

“Live Music Always Beats Powerpoint”

  • David Oakley

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What about RFPs?

▪ 75% BANT Approved ▪ Private sector - nope, unless govt. funded project ▪ Government - maybe □ Qualify for relevance ▪ Be choosy - proposals are major time investment

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So you want to be my latex salesman, err web design salesperson

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Some thoughts on hiring a dedicated sales/marketing person

▪ We’re not cheap ▪ Full stack sales rep vs/ lead generator ▪ If comp plan can’t be explained in one slide it’s too complicated ▪ Plan ahead - Drupal sales cycles aren’t short ▪ Budget for 6 month ROI ▪ Total comp = 15-20% of revenue

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Thanks!

Feedback to: ▪ @chrisod ▪ chris@odonnellweb.com

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