KEEPING THE FUNNEL FULL is written for sales professionals who sell to small businesses or large corporations where there is more than one person involved in the decision-making process. There is something in this book for every sales professional, whether they work for a very small company or a multinational organization.

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 surefire method to obtain appointments with Senior Executives.

Part 3: The Selling Process

Focuses on converting prospects into customers, paying particular attention to how to close a prospect stuck near the middle of the FUNNEL.

Part 4: FUNNEL Design Workshop

A train-the-trainer approach that helps sales management how to lead a FUNNEL Design Workshop. It features two templates very useful to sales organizations.