Keeping the Funnel Full
The Definitive Authority on Solution Selling
by Don Thomson
Overview of Book Who Should Read This Book? KEEPING THE FUNNEL FULL is written for sales professionals who sell to small businesses up to large corporations where there is usually more than one person involved in the decision-making process. The book is truly the Definitive Authority on Solution Selling. KEEPING THE FUNNEL FULL explains Don’s proven methods for converting Leads into Customers including: Finding and qualifying new Prospects with ease using the six-step Prospecting Process Obtain your meeting with a Senior Executive when making your first call on a company Using the Funnel to convert Prospects into Customers Exceeding sales quotas every year Designing and launching your FUNNEL system There is something in this book for every sales professional, whether they work for a small company or a multinational organization. The book contains four parts. Part 1: FUNNEL Introduction A short explanation of how the FUNNEL system works. Part 2: The Prospecting Process A six-step proven prospecting process on converting Leads into Prospects, including a sure-fire method to obtain appointments with Senior Executives. Part 3: The Selling Process Focuses on converting Prospects into Customers, paying particular attention on how to close a Prospect stuck near the middle of the FUNNEL. Part 4: FUNNEL Design Workshop A train-the-trainer approach that helps a sales manager lead a FUNNEL Design Workshop. It produces two templates very useful to sales organisations:. The ‘Accurate Sales Forecast’ and the ‘Funnel depicting the status of each Prospect in the Selling Process’. Both these templates fit very nicely into CRM software such as Sales Force.com. More About the Book Don authored and published a book entitled, 'KEEPING THE FUNNEL FULL' based on his long and successful selling career. This book, a powerful selling tool, achieved Best Seller status in February, 2009. “KEEPING THE FUNNEL FULL details a wide range of time tested processes, tactics, and strategies that will enable any sales professional to obtain more meetings and close more business. Using real life experiences from his career, Thomson bridges the gap between the clinical, ‘how to’ and the ‘overly simplistic’ approaches to this topic. The Charlotte story is an example of a major victory thanks to some common sense and flexible action while being level locked throughout the campaign. The concept of empowering the screening source is vintage Thomson at his best – a chapter worth the price of the book and a process that Don developed uniquely and still practices to this day. Read the book, absorb the content, implement the concepts, make more sales and watch your FUNNEL grow.” Fran Moynihan Vice President, Sales Fujitsu Transaction Solutions Inc. About the Author Don Thomson earned his BSc. with Honours in Electrical Engineering at Queen's University in Canada. He started his professional career with the six month Professional Sales Training Program at General Electric. After a successful two year sales assignment at GE, he joined Hewlett Packard (Canada) Ltd. and won the "Salesman of the Year" award two years in a row. Following a transfer to Seattle, he was presented with the "Most Valuable Player" award for HP's Western Region. Promoted to a District Sales Manager, Don authored a training module about prospecting entitled, 'Keeping the Top of the Funnel Full'. This module was used in HP's sales offices in North America, Asia Pacific and South Africa. Don assumed responsibilities as HP’s Major Account Manager responsible for the sales team selling to The Boeing Company. The next assignment was in Hong Kong as HP’s Area Sales Manager that included responsibilities for Computer Sales and Support for nine Asian countries. Sales doubled in the Far East during his first year based largely on his implementation of an extensive sales training program. It is no accident that Don exceeded sales quotas consistently every year of his career.
- BookBaby, October 2004
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