Strategies To Recession Proof Your Sales Team

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In this slide deck Razi Imam of Landslide Technologies presents 5 tangible strategies for recession proofing your sales team.

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Strategies To Recession Proof Your Sales Team

  1. 1. 5 Strategies to Recession Proof your Sales Team Razi Imam Landslide Technologies www.landslide.com
  2. 2. The Changing World of Sales <ul><ul><li>Sellers </li></ul></ul><ul><ul><ul><li>Distributed teams working out of homes or remote offices </li></ul></ul></ul><ul><ul><ul><li>Limited face-to-face interactions with the buyer </li></ul></ul></ul><ul><ul><ul><li>Limited face-to-face interactions with their corporate office </li></ul></ul></ul><ul><ul><ul><li>Following their instincts on how to get deals closed </li></ul></ul></ul><ul><ul><li>Buyers </li></ul></ul><ul><ul><ul><li>Well informed </li></ul></ul></ul><ul><ul><ul><li>Do not want ‘feature’ presentations </li></ul></ul></ul><ul><ul><ul><li>Require instant information </li></ul></ul></ul><ul><ul><ul><li>Always ‘on’ - Never available </li></ul></ul></ul><ul><ul><ul><li>Prefer to interact via the internet </li></ul></ul></ul>
  3. 3. What We Are Seeing: Selling is Becoming More Challenging! <ul><li>Harder to Start Net-New Initiatives </li></ul><ul><li>“Buy Cycle” Often Starting Before the Sell Cycle </li></ul><ul><li>More Calls Required to Close Deals </li></ul><ul><li>Average Sell Cycle Length Increasing </li></ul><ul><li>Death of the Single “Economic Buyer” </li></ul><ul><li>No Decision Rates on the Rise </li></ul><ul><li>Rise in “Reverse Auctions” </li></ul><ul><li>Discounting More Pervasive </li></ul>
  4. 4. <ul><ul><li>Shift # 1 – Move away from Chaotic Selling </li></ul></ul>Recession proof your sales team by introducing a consistent Sales Process Shift # 1 - Chaotic vs. Process
  5. 5. Strategy # 1 - Chaotic Selling to Process Based Selling Engage Qualify Consult Propose Close
  6. 6. Shift # 2 – Move Away From Traditional CRM/SFA Tools
  7. 7. Strategy # 2 - Use a Process Based Selling Technology
  8. 8. <ul><ul><li>Shift # 3 – Stop the habit of Show-up and Throw-up </li></ul></ul>Become well rehearsed in the science of thoughtful conversations Shift # 3 – Move Away from Presentation Mode
  9. 9. <ul><ul><li>Customized Sales Process </li></ul></ul><ul><ul><li>In-Process Conversation Tools </li></ul></ul>Strategy # 3 – Develop Process Based Conversation Guides
  10. 10. <ul><ul><li>Shift # 4- Stop guessing where the Buyer is in the Buying Process </li></ul></ul>Implement technologies that provide insight into the Buyer’s company and interest Shift # 4 – Read through poker faced Buyers
  11. 11. <ul><li>Landslide iO Channel </li></ul><ul><ul><li>Increase Interaction of Salespeople with Decision Makers </li></ul></ul><ul><ul><li>Integrating Buying Process with Selling Process </li></ul></ul><ul><ul><li>Use Web Based Technologies to do Research </li></ul></ul>Strategy # 4 – Use Decision Maker’s Portals
  12. 12. <ul><ul><li>Shift # 5- Focus on Selling not Data Entry </li></ul></ul>Recession proof salespeople have a single minded focus on Selling Shift # 5 – Salespeople are not Data Entry Operators
  13. 13. Strategy # 5 - Eliminate all Data entry <ul><li>Landslide VIP and SIO Services </li></ul><ul><ul><li>Sales Information Officers – Special VIP for CEOs and VP of Sales </li></ul></ul>
  14. 14. <ul><ul><li>Shift # 5 - Focus on Selling not Data Entry </li></ul></ul>Summary <ul><ul><li>Shift # 4 - Stop guessing where the Buyer is in the Buying Process </li></ul></ul><ul><ul><li>Shift # 3 – Stop the habit of Show-up and Throw-up </li></ul></ul>Shift # 2 – Move away from traditional CRM/SFA tools <ul><ul><li>Shift # 1 – Move away from Chaotic Selling </li></ul></ul>
  15. 15. More Information and Resources <ul><li>Contact Landslide Technologies Phone: 1-866-450-8522 Email: [email_address] Web: www.landslide.com </li></ul><ul><li>Schedule a time to speak one-on-one with of our Sales Advisors </li></ul><ul><li>about your sales and sales management needs and challenges. </li></ul><ul><li>Go to www.landslide.com to register! </li></ul>

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