The Science of Selling      Neil Ryland
About me   Sales – love selling!   Keen sportsman - rugby   Re-born technology enthusiast   Travelled and big adrenali...
Agenda   The science behind the numbers   Selling ‘The Cloud’   The sales and development love affair   Questions
The boiler room that is sales  It’s all about the number!!!             But how do you become closer and                  ...
Organization and planning KYB - Know Your business KPI - Key Performance Indicators Weekly planner Know your product ...
What are Harry’s KPIs                     Calls          120                Successful Calls     60                    Dem...
Making that target       120           Calls          120       60       Successful Calls     60        0            Demos...
The funnel                •New opportunity  Fill it up    •Fact finding                •Develop solutionQualification   •T...
Questioning Listening skills Open end questions for discovery Close and summarize techniques SPIN selling Solution se...
Confidence
Keep calm and carry on
Selling ‘Cloud’ is the sales’ new buzz                                                    SocialPigeon Carrier   Letters  ...
Got it? Don’t understand the product?    Opposites attract – sales and development
Ladies and Gentleman…….Red Corner – Sales1)Extrovert2)Confident3)Flashy watches                Vs   Blue Corner – Develope...
Mutual understanding                 £       Sales           Product
Science of selling…                (K x A) + P x W =K = KnowledgeA = AbilityW = WorkP = Product
Thank you.   Neil RylandNeil@huddle.com    @nryland                  © 2010 Ninian Solutions Ltd
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The science of selling

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Neil is Director of EMEA Sales at Huddle. Neil discusses the methods on selling technology into companies, the science of sales and bridging the gap between sales and development.

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The science of selling

  1. 1. The Science of Selling Neil Ryland
  2. 2. About me Sales – love selling! Keen sportsman - rugby Re-born technology enthusiast Travelled and big adrenaline junky Love my dog
  3. 3. Agenda The science behind the numbers Selling ‘The Cloud’ The sales and development love affair Questions
  4. 4. The boiler room that is sales It’s all about the number!!! But how do you become closer and earn that coffee??1) Organisation2) Planning3) Hitting KPI’s4) Confidence5) Questioning
  5. 5. Organization and planning KYB - Know Your business KPI - Key Performance Indicators Weekly planner Know your product Know your customers Know your competition
  6. 6. What are Harry’s KPIs Calls 120 Successful Calls 60 Demos 0 Opps 20 Number of deals 5 AOV £2,000 £ £10,000
  7. 7. Making that target 120 Calls 120 60 Successful Calls 60 0 Demos 15 20 Opps 30 5 Number of deals 10 £2,000 AOV £2,000 £10,000 £ £20,000
  8. 8. The funnel •New opportunity Fill it up •Fact finding •Develop solutionQualification •Timeframes/Decision making process •Proposal/Negotiation Closing •Final proposal/Sign-off
  9. 9. Questioning Listening skills Open end questions for discovery Close and summarize techniques SPIN selling Solution selling 6 qualification questions
  10. 10. Confidence
  11. 11. Keep calm and carry on
  12. 12. Selling ‘Cloud’ is the sales’ new buzz SocialPigeon Carrier Letters Fax Email Mobile Enterprise
  13. 13. Got it? Don’t understand the product? Opposites attract – sales and development
  14. 14. Ladies and Gentleman…….Red Corner – Sales1)Extrovert2)Confident3)Flashy watches Vs Blue Corner – Developers 1.Introvert 2.Shy 3.Live / breathe the computer
  15. 15. Mutual understanding £ Sales Product
  16. 16. Science of selling… (K x A) + P x W =K = KnowledgeA = AbilityW = WorkP = Product
  17. 17. Thank you. Neil RylandNeil@huddle.com @nryland © 2010 Ninian Solutions Ltd
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