The Sales Game
Presented by
Bill Barr, President
Handel Barr Learning, Inc.
0 Copyright © 2010 Handel Barr Learning Inc. A...
Mark Twain
“It ain’t what you don’t know that gets you in
trouble.
It’s what you know for sure that ain’t so.”
Copyright ©...
Marketing
“Find a need and fill it.”
• Offering
• Promotion
• Pricing
• Distribution
• Brand
2 Copyright © 2010 Handel Bar...
Promotion
Components
• Advertising
• Sales Promotions
• Events/Experiences
• Public Relations
• Personal Selling
• Direct ...
Personal Selling
• Marketing spends money to find leads
• Sales turn leads into money
Copyright © 2010 Handel Barr Learnin...
Sales Careers
• Consumer selling (B2C)
• Government selling (B2G)
• Business selling (B2B)
Copyright © 2010 Handel Barr Le...
Selling – Who Needs It?
• Complex offering
• Major ticket offering
• New offering
• Highly technical offering
• Unsought o...
Sales Roles
• Sales Representative - Outside rep - Inside rep
• Account Manager
• Technical Sales rep
• Sales Support
• Sa...
8
• Commodity Price/Availability
• Product/Service Feature/Benefit
• Solution Need Satisfaction
• Customer Experience Trus...
Sales and Marketing Don’t Get Along
Leads
– Leads are criticized as worthless by sales
– Not enough leads generated to sat...
How Customers Buy
10
Source: The Psychology Behind Consumer Decision Making By: Christian Fea
Recognizing a
Need
Informati...
What I Am Doing About It
B2B Learning Games from
– Training with a fun factor built in
– Training that is “Sticky”
– Exper...
Success Story Elements
• Who? – Target Job Title/Function
• What? – Hurt/Problem/Challenge
• Ahh! - Ideal State
• So what?...
The Start
• Target – Sales & Marketing Leaders
• Hurt – Poor lead performance
• Ideal State – Teaming together with a stan...
You Can Help!
• Field Testing Underway
• Free Learning Event
• Fun Experience
• Résumé Bullet
Copyright © 2010 Handel Barr...
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The sales game asu mktng

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  • Purpose: To highlight in simple terms various approaches to marketing a company.

    Activities: The key point of this is to decide how you want to sell your “beans.”

    Note:

    Transition: “Once you decide what business you are in, let’s look at the strategic analysis elements for a moment.”
  • 10
  • The sales game asu mktng

    1. 1. The Sales Game Presented by Bill Barr, President Handel Barr Learning, Inc. 0 Copyright © 2010 Handel Barr Learning Inc. All rights reserved. B2B Sales Games
    2. 2. Mark Twain “It ain’t what you don’t know that gets you in trouble. It’s what you know for sure that ain’t so.” Copyright © 2010 Handel Barr Learning Inc. All rights reserved.1 Samuel Langhorne Clemens
    3. 3. Marketing “Find a need and fill it.” • Offering • Promotion • Pricing • Distribution • Brand 2 Copyright © 2010 Handel Barr Learning Inc. All rights reserved. ALL MARKETERS ARE LIARS/TELL STORIES
    4. 4. Promotion Components • Advertising • Sales Promotions • Events/Experiences • Public Relations • Personal Selling • Direct Marketing 3 Copyright © 2010 Handel Barr Learning Inc. All rights reserved.
    5. 5. Personal Selling • Marketing spends money to find leads • Sales turn leads into money Copyright © 2010 Handel Barr Learning Inc. All rights reserved.4
    6. 6. Sales Careers • Consumer selling (B2C) • Government selling (B2G) • Business selling (B2B) Copyright © 2010 Handel Barr Learning Inc. All rights reserved.5
    7. 7. Selling – Who Needs It? • Complex offering • Major ticket offering • New offering • Highly technical offering • Unsought offering • Others???________________________ Copyright © 2010 Handel Barr Learning Inc. All rights reserved.6
    8. 8. Sales Roles • Sales Representative - Outside rep - Inside rep • Account Manager • Technical Sales rep • Sales Support • Sales Manager • CSO • Everybody in the company Copyright © 2010 Handel Barr Learning Inc. All rights reserved.7
    9. 9. 8 • Commodity Price/Availability • Product/Service Feature/Benefit • Solution Need Satisfaction • Customer Experience Trusted Advisor Sales Approaches
    10. 10. Sales and Marketing Don’t Get Along Leads – Leads are criticized as worthless by sales – Not enough leads generated to satisfy sales – Sales don’t track Marketing Leads to measure effectiveness – Sales uses ineffective techniques to turn leads into prospects – Sales won’t give up success stories – Sales won’t tell us what the customer wants Copyright © 2010 Handel Barr Learning Inc. All rights reserved.9
    11. 11. How Customers Buy 10 Source: The Psychology Behind Consumer Decision Making By: Christian Fea Recognizing a Need Information and Alternatives The Purchase Customer Decision Process Time Post Evaluation Wants Needs Problems Best Choice Comparisons Information Decision Best Price Consequences Tell Others Satisfaction Buyer’s Remorse
    12. 12. What I Am Doing About It B2B Learning Games from – Training with a fun factor built in – Training that is “Sticky” – Experiential learning - 90% learning retention – Cost effective • Less time away from work • Lower cost of the training program Copyright © 2010 Handel Barr Learning Inc. All rights reserved.11
    13. 13. Success Story Elements • Who? – Target Job Title/Function • What? – Hurt/Problem/Challenge • Ahh! - Ideal State • So what? – Numbers/Measurement • How? – Knowledge of the Offering The THINK System Copyright © 2010 Handel Barr Learning Inc. All rights reserved.12
    14. 14. The Start • Target – Sales & Marketing Leaders • Hurt – Poor lead performance • Ideal State – Teaming together with a standardized lead content management format • Numbers – % Lead to Prospect, % Leads worked • Knowledge – Board & Web versions, only 1.5 hours, can be repeated, immediate feedback, easy to implement, group and individual learning Copyright © 2010 Handel Barr Learning Inc. All rights reserved.13
    15. 15. You Can Help! • Field Testing Underway • Free Learning Event • Fun Experience • Résumé Bullet Copyright © 2010 Handel Barr Learning Inc. All rights reserved.14 B2B Sales Games The Sweet Taste of Success! Bill Barr bbarr@salescandy.com

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