Strategies To Recession Proof Your Sales Team
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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.

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 Strategies To Recession Proof Your Sales Team Presentation Transcript

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