Align Sales and Marketing with a Funnel Plan Process
In the Besondy Align program BCIM facilitates for your management team a world-class marketing and sales planning process called Funnel Camp.™ It will change forever how your company views revenue funnel planning and demand generation.
The Besondy Align program is ideal for companies with a complex sales cycle, a direct sales force, and a CEO who is committed to increasing revenue performance and efficiency by aligning the sales and marketing functions.
Funnel Camp™ is a revenue funnel planning process that aligns your sales and marketing leaders around a single plan; blisteringly clear and highly actionable; so the confusion that arises from separate
The Impact of a Funnel Plan Process for Revenue Planning
- 67% better at closing deals
- 108% lift in acceptance rate of Marketing leads
- 126% improvement in Marketing’s contribution to revenue
- 51% reduction in customer churn
- Sales and Marketing aligned to a single process and revenue plan
- Reduced time required for planning
- A crystal-clear strategy combined with a measurable action plan
- A deeper understanding and manageability of the dynamics of the revenue funnel
An Aligned and Inspiring Funnel Planning Process
Besondy facilitates and teaches a repeatable process for uniting a team behind a single, crystal clear plan.The outcome is an empowered consensus for a measurable plan represented on a single sheet of paper.
During the 3-Day workshop (called Funnel Camp™) the team debates, decides and ultimately creates a plan for how revenue objectives will be achieved for a product, product line, or service.
The Funnel Plan example on this page illustrates the plan’s elements that are addressed during the workshop.
- Agree to the revenue objectives for 3 years out.
- Analyze, debate and decide what Buyer Problem the company should solve.
- Define the strategy that best generates revenue from solving the problem: the solution, the target, the sales channel, the competition.
- Assess competitive strengths and weaknesses, including a plan for building strength.
- Define priorities and budget for the market segments.
- Define the buyer’s journey and establish stages of the funnel based on the buyer’s journey
- Apply metrics to the sophisticated funnel calculator to build your funnel model.
- Evaluate reality of the sales resources required to achieve the plan.
- Establish the sales and marketing tactics for each stage necessary for funnel velocity.
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Team Agrees to Revenue Objectives for the Funnel Plan
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Agree to the Buyer Problem to be Solved
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Define the Solution, Sales Channel, Competition, and Target Buyer
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Assess your Competitive Strengths and Weaknesses
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Decide the Market Segment Focus
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Define Stages of the Buyer’s Journey
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Apply Conversion and Lag Metrics in Funnel Calculator
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Evaluate Sales Resources Required to Achieve Plan
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Define the Marketing and Sales Tactics for Each Stage
About Sales Funnel Calculators
Besondy uses several sales funnel calculators to model funnel dynamics for his clients. By far, the best is the proprietary calculator used in the Funnel Camp / Funnel Plan process. What makes this sales funnel calculator so good?
- It’s an online tool, an integrated element of the Funnel Plan SaaS application from Math Marketing.
- It is a “bottom up” calculator, which is more useful than the typical “top-down” versions. In short, this means the calculator starts with the revenue objective for each period, and calculates the number of buyers that need to progress through each stage from close all the way up to top of funnel.
- Eight variables are factored into the CPA-approved algorithm that drives the calculations. This level of control over important criteria gives the modeler confidence that the model is painting an accurate picture based on the data and assumptions.
- Unlike other sales funnel calculators it projects a Sales Utilization percentage for each period, which is invaluable for forecasting sales headcount requirements and efficiency.
- Unlike other sales funnel calculators Besondy’s favorite includes a “recycling” feature for returning buyers into the funnel who did not advance.