IDC defines Sales Enablement as, “The delivery of the right information to the right person at the right time and in the right place to assist in moving a specific sales opportunity forward”.
Four Funnels: Linking Marketing with Sales
The Missing Link in most companies is what is supposed to connect the marketing and sales plans, and what fills in all the details that are non-existent in the high level strategic plan.
The SOMAmetrics Four Funnel System is Sales Enablement Best Practices designed to integrate Marketing with Sales so as to build quality pipeline consisting of sales opportunities that have the highest probability of closing in the shortest time possible.
There are four important steps to using the SOMAmetrics Four Funnels System
- Work your numbers backwards starting from your Revenue objective so that you know what the targets are for each funnel
- Design your funnel methodology and program so as to achieve the targeted results for each level
- Execute your funnels as planned
- Continually refine so that results grow faster than costs, enabling you to realize higher ROI with each passing quarter
It is all about disciplined execution of the plan to get the desired results by the target date.