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Question: Select a B2B 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 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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