Sales rethought - positive

[Shishirgano9]

As a sales manager, you have probably learned to imagine your sales process as a funnel: Many people know about your company, a small proportion of them take a closer look at products and services, and an even smaller proportion become customers. The funnel metaphor is widely used. Therefore, you should know: viewing your sales process in this way makes sense, but is ineffective. Here you will learn how to make your sales more customer-centric and effective using the inbound methodology.


From Funnel to Flywheel
For a long time, the flow of sales processes self employed database was depicted in the form of a sales funnel.
At the top: prospective customers are attracted and thus fed into the funnel.
The middle: various marketing measures qualify prospective customers at different stages.
Essence: a certain number of new customers who, however, are rarely followed up after completion.

Effective, yes. - But efficient? And here are the two disadvantages of the funnel concept:


The qualification usually takes place without any real focus on desired customers.
And the potential of satisfied customers and new customers is lost, for example, for cross-selling and upselling options.
The entire inbound world works with a different concept – the flywheel!

Inbound Sales Funnel Graphic_ZW_170920 flywheel-inbound-method-lifecycles_ZW_180913

A flywheel is powered and kept in motion by its rotational energy. The more force is exerted on the flywheel, the faster it rotates.

In the area of ​​sales, this force stands for everything that drives your sales, especially a strong and knowledgeable sales team and satisfied customers.

In addition, it is also important that sales, marketing and service work together across departments and in a uniform manner: In this model, rotation symbolizes company success and growth, which can only be guaranteed together.

Any friction slows down the flywheel. In the flywheel model, it is caused by aspects such as dissatisfied customers, negative customer reviews or inferior products.