Solution selling will soon be a thing of the past. Discover what you must do to be a sales leader in 2020.

3. October 6,
2013
Winning Million Dollar Accounts3
“These are the
same questions
you asked last
week”
“Yes, but this
week the
answers are
different”

4. October 6,
2013
Winning Million Dollar Accounts4
• Newtonian Physics
• Theory of Relativity
• Quantum Physics
• String Theory

5. Competitors:
• Syntrex
• CPT
• Wang
• NBI
• Exxon

6. IBM – Compaq - Kaypro

7. Stock Price
1992 - $ 21.30
2000 - $ 86.25
2009 - $ 1.30

9. October 6,
2013
Winning Million Dollar Accounts9
“These are the
same questions
you asked last
week”
“Yes, but this
week the
answers are
different”

10. October 6,
2013
Winning Million Dollar Accounts10
“How do I win
New Business?”
“What type of
talent do I need?”
“How do I
structure my team
for maximum
results?”

11. Presented by
Mike Schmidtmann

12. Who – What – Why?
Group Discussions
Your Thoughts
Three Provocative Forecasts
Same Questions
Different Answers?

13. “Solution Selling is Dead”

16. “It’s the end of traditional
solution selling. Customers
are increasingly circumventing
reps; they are using publicly
available information to diagnose
their own needs and turning to
sophisticated procurement
departments and third-party
purchasing consultants…

17. to help them extract the
best possible deals from
suppliers. The trend will
only accelerate. For
sales, this isn’t just
another long, hot
summer; it’s wholesale
climate change.”

18. Products Solutions ???

21. 1987 2002 2012
Purchasers Knowledge & Information

27. Steve Gutzman

28. Winning Million Dollar Accounts28

29. October 6,
2013
Winning Million Dollar Accounts29
Just give me your
price, “Value Boy”

30. 1987 2002 2012
Purchasers Knowledge & Information
Asymetric Information Symetric Information

31. Winning Million Dollar Accounts31

32. “We are at the mercy of
our dumbest competitors”

33. YouPayThemTheyPayYou
1,100 Corporate
Buyers

34.  Product Information
 Pricing – Availability
 Solve Problems

37. Products Solutions Insights

38. “Challenger” Qualities:
• Offer Unique Perspectives
• Knows Customer Value Drivers
• Identifies Economic Levers

41. “Start by Firing Your Sales Team”

42. “Looking to get
into the cloud
business?
Start by firing
your sales team”
Tiffani Bova
Gartner Research

43. Silicon Valley
“The biggest leap forward in the I.T. revolution since the
mainframe computer was replaced by desktops and the web”
Thomas Friedman
The New York Times

44. Silicon Valley
“The emergence of the cloud… is speeding up everything –
innovation, product cycles, and competition”
Thomas Friedman
The New York Times

46. Cloud Advantages:
1. Agility
2. Cost (sometimes)
3. Reduce Complexity
4. Focus
5. Leverage
6. Innovation:
New Biz Processes

52. Differences
Project Cloud
Decision Maker
Sales Focus
Complexity
Control

53. Differences
Project Cloud
Decision Maker I.T. Leader
Sales Focus
Differentiated
Delivery
Complexity
Technical -
Specialized
Control
See – Feel -
Touch

54. Differences
Project Cloud
Decision Maker I.T. Leader
C Level, Owner,
or LOB
Sales Focus
Differentiated
Delivery
Business
Processes
Complexity
Technical -
Specialized
Complexity
Hidden
Control
See – Feel -
Touch
Trust - Belief

55. Skills
Selling Skills
Product
Knowledge

56. Skills
Selling Skills
Product
Knowledge
Business Sense

59. Any of These on Your Sales Team?

60. “Looking to get
into the cloud
business?
Start by firing
your sales team”
Tiffani Bova
Gartner Research

62. “In Ten Years, Outside
Sales Won’t Exist”

63. “Inside sales is a force to be
reckoned with. It is definitely
the lowest cost, highest return
on investment way to sell.”
Ken Krogue

64. “The outside sales rep, as we know it, is on his way out”
In five years, ten years, they won’t
exist the way they exist today”

66. Prof-Fit

67. •Pure Administrative
•Quasi – Sales
•Business Development
•Pure Sales

68. Service Orders Order Tracking
Order Packets Customer Service
Contracts Returns
Office Management Collections
• Pure Administrative

69. M-A-C Orders Proposal / RFP Support
Service Contracts Backup Point of Contact
Renewals Sat Surveys
Accessories Marketing Event Support
• Quasi - Sales

70. New Business Development Lead Generation
Set Appointments Marketing Event Support
• Business Development

71. Account Base Geographic Territory
Full Quota WebX Presentations
• Pure Sales

72. $37,272
$53,737 .
$58,921
$62,779 .

73. Cost of Sale

74. Inside
$37,000
$55,000
$62,000
Outside
Cost of Sale

75. Inside
$37,000
$55,000
$62,000
Outside
$69,000
$92,000
Cost of Sale

90. Lower Cost of Sale
Larger Talent Pool
Next Gen Lifestyle
Digital Natives
Develop Them Your Way

91. “The outside sales rep, as we know it, is on his way out”
In five years, ten years, they won’t
exist the way they exist today”

92. Who – What – Why?
Group Discussions
Your Thoughts
Three Provocative Forecasts
Same Questions
Different Answers?

93. “Solution Selling is Dead”

94. “Start by Firing Your Sales Team”

95. “In Ten Years, Outside
Sales Won’t Exist”

98. What Opportunities
Does this Present?

99. “It is not the strongest of the species that survives, nor the
most intelligent, but the one most responsive to change.”
Charles Darwin

100. October 6,
2013
Winning Million Dollar Accounts100