Simplify the Challenge

Focus is a visual Opportunity Management tool. Deals are entered into the grids depending on where your customer is in their Buying Process. Deals move from left (the Funnel) to the right (through the Pipeline) during the sales period as they progress towards Sold, Lost or Slipped.

The Buying Process Stages

To determine where a deal goes, first determine where the customer is in the buying process. The buying process is represented by the vertical columns of which there are 6 stages.

Mapping the Buying Process to the Sales Process

Stage 1 of then buying process is the Sales Funnel. These are your sales leads. The custoemr has not yet committed to the buying process.

The Need grid is a very early stage of the Funnel, possibly no contact has been made with the customer. The Explore grid contain the sales leads where you are talking to the customer.

The Explore grid contain the sales leads where you are talking to the customer and are exploring their need with the aim of getting them to start buying.

Mapping the Buying Process to the Sales Process

Stage 2, 3 and 4 of the buying process represents the Sales Pipeline. The customer has committed to buying from someone. They wish to address a need and are spending time looking for a solution.

The opportunities in the Pipeline are time bound, they have an agreed close date with the customer.

The Conclusion

The opportunities at stages 5 and 6 of the buying process represent the opportunities that have Concluded by either being Sold, Lost or have Slipped to the next sales period. Opportunities Won mean just that, you have won the order.

Opportunites Lost means they have either been lost to the competition or the customer has decided not to buy from anyone.

Opportunites that have Slipped means the close date has moved to the next sales period.

The Pipeline Upside

The opportunites at stages 2, 3 and 4 of the buying process shown in the yellow grids represent the Pipeline Upside.

For whatever reason, you are not close enough to these opportunites and therefore can not say with any certainty that you will win them. They do not form part of your forecast and remain as outside possibility for closing. However, you will still track them as they pass through each stage of the buying process.

The Pipeline Commit

The opportunities at stages 2, 3 and 4 of the buying process shown in the green grids represents the Pipleine Commmit.

You are close to these opportunities. You understand the customer's business imperative, they understand you value and you have the relationships to be able to influence the decision process.

You can therefore commit to closing these opportunities. You will still track them as they pass through each stage of the buying process and they form part of your sales forecast.

The Pipeline Forecast

The Pipeline Forecast is represented by the sales opportunites in the green grids at stages 2, 3, 4 and 5 of the buying process. The opportunities at stage 5 have already been won. The opportunities in the green grids at stages 2, 3 and 4 (your commit), still need to be won.

These opportunies take priority over your upside.

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System Requirements

Focus will work with Windows 98, Me, 2000, XP or Vista. Requires 60Mb Hard Drive Space with at least an 800MHz Processor and 256Mb RAM. Focus requires the .NET 2.0 Framework. The installer will check your system for .NET and install it if required. An Internet connection is required to Activate Focus.

£97.00 with Money-back Guarantee

Don't forget our quibble-free guarantee. If you contact us within 60 days of purchasing Focus and tell us that Focus isn't for you, we'll refund your money. In full. No questions asked. (Well, we may ask you to give us one reason you don't like us - but we'll refund the money even if you ignore the question.)