Drive Revenue and Profits
Through Well Aligned Sales &
Professional Services Processes

                George Balint
    ...
George Balint

George Balint is an entrepreneurial Professional & Consulting
Services executive with extensive leadership ...
Key Objectives of the Sales Process




         What are some key objectives of your
                    Sales process?

...
Key Objectives of the Sales Process

     Let Sales do what it does best - SELL
     Ensure Sales costs are commensurate w...
Key Objectives of the Sales Process


     Consistent utilization of tools and methodology
     Establish long-term profit...
Engagement Life Cycle


 Marketing

                                Sales

                                        Impleme...
Sales Life Cycle Stages


The Sales Life-Cycle can be divided into 3 major
   Stages:

1.       Qualification
2.       Dis...
Sales Life Cycle Stages
 Stage      Qualification         Discovery - Technical Assessment                 Analysis - Desi...
What’s Happening in the Sales Process

Qualification                             Discovery                         Analysi...
Consequences of Un-Aligned Sales/Services Teams


   Sales is bogged down with non-sales activities
   Sales is not equipp...
Professional Services Organizational Chart

                                                   Professional
              ...
Professional Services (PS)
What is Professional Services – How can it help?
     Manage technical complexity - Technical a...
Roles & Responsibilities – Alignment
 Pursuit Team                   Qualification         Discovery             Analysis/...
Payoff of Alignment


     Build a healthier sales pipeline
     Shorten sales life-cycle and increase closure rate
     S...
Payoff of Alignment

     Lower Sales costs
     Increased Add-on sales potential
     Competitive edge in the Sales proce...
Summary

     Sales is also about critical “soft” objectives
     Sales Life-cycle requires “other” skills
     Profession...
Upcoming SlideShare
Loading in …5
×

Drive Revenue And Profits

762 views

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
762
On SlideShare
0
From Embeds
0
Number of Embeds
14
Actions
Shares
0
Downloads
14
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Drive Revenue And Profits

  1. 1. Drive Revenue and Profits Through Well Aligned Sales & Professional Services Processes George Balint GB & Associates Management Consulting
  2. 2. George Balint George Balint is an entrepreneurial Professional & Consulting Services executive with extensive leadership and hands-on organizational development experience in implementing and managing IT systems sales, analysis, design, delivery and support competencies, aligning and streamlining business processes organization-wide, building and leading nationwide cross-functional teams and instituting profitable business practices in a variety of industries and markets. George Balint 803/802-5971 gbalint@comporium.com Copyright 2008. George Balint 2
  3. 3. Key Objectives of the Sales Process What are some key objectives of your Sales process? Copyright 2008. George Balint 3
  4. 4. Key Objectives of the Sales Process Let Sales do what it does best - SELL Ensure Sales costs are commensurate with the opportunity – Reduce Sales Costs Shorten Sales Life-Cycle and increase Closure Rate Provide seamless and professional transition (hand-off) to the Implementation Team Copyright 2008. George Balint 4
  5. 5. Key Objectives of the Sales Process Consistent utilization of tools and methodology Establish long-term profitable Customer Relationships Realistic solutions and implementation plans Competitive and profitable pricing – ROI for the customer Differentiated sales process Positive sales experience for your customer and your company Copyright 2008. George Balint 5
  6. 6. Engagement Life Cycle Marketing Sales Implementation Customer Care Copyright 2008. George Balint 6
  7. 7. Sales Life Cycle Stages The Sales Life-Cycle can be divided into 3 major Stages: 1. Qualification 2. Discovery – Technical Assessment 3. Analysis, Design, Presentation & Close Copyright 2008. George Balint 7
  8. 8. Sales Life Cycle Stages Stage Qualification Discovery - Technical Assessment Analysis - Design - Close T Sales Initialization Analysis & Design r A Discovery Kick-off a C n T Logistics I Qualification s Discovery Process V Proposal i I Preparation t T Engage Pre- i Sales Evaluation Presentation & Y o Close n Owner Sales Sales & Pre-Sales Team Sales, Pre-Sales & PM Team t o Qualification Stage Discovery - Technical Assessment Stage Analysis - Design - Close Stage D Identify Business e Objectives l Identify Analyze/Design Solution Stakeholders Conduct Discovery Kick-off Align Solution w/ Business Objectives i Gather Project Requirements Identify Budget Refine Business Problems & Objectives Determine Logistics Requirements v and Time-frame Formulate Business Value Identify Complete Site Survey Determine Pricing e Evaluate Business Opportunity r Competitors Develop the Proposal Establish Reasons for Going to Next Establish Present & Close on Proposal y Phase Reasons for Transition to the Project Delivery Team Going to Next Phase Copyright 2008. George Balint 8
  9. 9. What’s Happening in the Sales Process Qualification Discovery Analysis/Close Low Technical Complexity High The major elements in each of these 3 Stages are: Deliverables – what is completed or accomplished Tools – what tools are used for the deliverables and by the resources Processes – what processes, procedures, methodologies are used in completing the deliverables Skill Sets – are the major skill sets, expertise and knowledge areas required in each stage >>>Technical complexity increases as Sales Life-cycles progresses Copyright 2008. George Balint 9
  10. 10. Consequences of Un-Aligned Sales/Services Teams Sales is bogged down with non-sales activities Sales is not equipped to handle technical complexities Sales doesn’t have time to focus on building pipeline Sales includes opportunities with low closure possibilities Just another sales team – no different than the competition Proposed (technical) solution doesn’t fully address the business problem – and – Pricing is non-competitive (Too) Optimistic implementation timeframes Failed Implementation Copyright 2008. George Balint 10
  11. 11. Professional Services Organizational Chart Professional Services Organization Sales Support Implementation Customer Care Marketing & Managed Pre-Sales Delivery Services Support Pre-Sales Project Technical Support Management Support Sales Implementation Training & Engineering Engineering Documentation Copyright 2008. George Balint 11
  12. 12. Professional Services (PS) What is Professional Services – How can it help? Manage technical complexity - Technical and Process support & Facilitation Delivery, Deployment, Implementation, Continuity, Consistency, Scalability Management oversight Budgetary Oversight Free Sales staff from non-sales activities Training, management and assignment of staff and resources Copyright 2008. George Balint 12
  13. 13. Roles & Responsibilities – Alignment Pursuit Team Qualification Discovery Analysis/Close Qualify Customer Account Management Account Management Account Management Client Relationship Client Relationship Sales Client Relationship Business Interviews Pricing Proposal Presentation Sales Process Lead Sales Process Lead Sales Schedule Interviews Pricing Engineering Technical Interviews Proposal/SOW Business Interviews Proposal Presentation Business Interviews Implementation time & Site Surveys cost estimates Project Implementation Plan Management Resource Scheduling – Allocation Technical Interviews Technical Analysis Technical Technical Design Copyright 2008. George Balint 13
  14. 14. Payoff of Alignment Build a healthier sales pipeline Shorten sales life-cycle and increase closure rate Seamless transition from Sales to Implementation Meet profitability and margin targets Solution fully addresses business challenges/problems Copyright 2008. George Balint
  15. 15. Payoff of Alignment Lower Sales costs Increased Add-on sales potential Competitive edge in the Sales process Competitive and profitable pricing Copyright 2008. George Balint
  16. 16. Summary Sales is also about critical “soft” objectives Sales Life-cycle requires “other” skills Professional Services provides infrastructure to increase your sales potential and effectiveness Increase your sales revenue, margins, and customer satisfaction Copyright 2008. George Balint

×