Give Your Sales Deals A MEDICAL: 7 Steps to Qualify New Business Opportunities

Give Your Sales Deals a MEDICAL: 7 Easy Steps From the Business Perspectives Series of Sales & Marketing Advisories for Small and Mid-Size Business

“ As your business grows you won’t be able to remain personally involved in every deal....... ...... so having a common format and common vocabulary to review sales opportunities becomes ” essential. www.workbooks.com/Business Perspectives

Why Sales Methodology? Clear and consistent approach to every opportunity A solid foundation upon which to make decisions Accurate forecasting Appropriate and accurate deployment of resources, e.g. – Technical staff – Reference sites Demonstrates sales professionalism www.workbooks.com/Business Perspectives

What is MEDICAL? A proven qualification approach to sales opportunities Powerful, structured 7 step process Enables consistent qualification in every deal Each element encourages focus on individual areas of every sale www.workbooks.com/Business Perspectives

MEDICAL: 7 Steps www.workbooks.com/Business Perspectives

1. Metrics How will the customer measure business value? What benefit will your solution Metrics bring to their business? – Staff productivity – Reduction in costs – Increased sales – Greater return on marketing investments www.workbooks.com/Business Perspectives

2. Economic Buyer Who has authority to spend? – Who holds the budget? – Who signs off the spend? Economic Buyer – Why would they.... Approve? Block? Have you engaged with ALL relevant parties to: – Understand the role they play – Understand timescales & approval process www.workbooks.com/Business Perspectives

3. Decision Criteria & Process Decision Criteria & Process What specific criteria will be used to assess solutions? How will the selection take place? – RFI – Presentations – Evaluations Functionality – Matrices Performance Who is involved and at what point? Cost Ease of Use Vendor Reputation www.workbooks.com/Business Perspectives

4. Identify Pain What is the prospect’s business pain? How is it affecting their business? Who benefits, personally, from solving this Identify Pain issue? – Users – Board – Customers – Suppliers – Partners www.workbooks.com/Business Perspectives

5. Coaches & Champions Coaches help – With qualification Coaches & Champions – Offering guidance how to proceed Champions have influence – And WANT you to win Who are they? When do you use them? www.workbooks.com/Business Perspectives

6. Alternative Solutions With who - or what - are you competing? Is there a ‘do nothing’ option? Which other solutions are involved? Alternative Where is the competition in the sales cycle? – Who is setting the agenda? You, the customer or your competitor? www.workbooks.com/Business Perspectives

7. Leadership How does your solution deliver more value than any other? Leadership How do you differ from the competition? – Where have you won before? – Why? What are your USPs? Do you have references in the same market sector? www.workbooks.com/Business Perspectives

MEDICAL www.workbooks.com/Business Perspectives

Qualification Gets You… Identify and address weaknesses and threats Accurate understanding of the DMU Accurate understanding of selection process Relevant and detailed CRM information Accurate forecasting Timely and relevant resource deployment www.workbooks.com/Business Perspectives

“ “Having a process is a positive first step. To ensure success underpin best practice methodology with best practice technology.” ” www.workbooks.com/Business Perspectives

Have you Viewed? ‘Qualify Sales Opportunities. Win Sales Opportunities’ www.workbooks.com/Business Perspectives

Workbooks CRM from Workbooks Online is helping small and mid-size businesses drive best practice sales methodology across the UK. Contact us to take a look or take a test drive. www.workbooks.com +44 118 3030 100 talk-to-us@workbooks.com Happy Selling! www.workbooks.com/Business Perspectives

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Give Your Sales Deals A MEDICAL: 7 Steps to Qualify New Business Opportunities

by Workbooks Online on Jun 03, 2009

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Give Your Sales Deals A MEDICAL: 7 Steps to Qualify New Business Opportunities — Presentation Transcript