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A Seat At The Table
 

A Seat At The Table

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    A Seat At The Table A Seat At The Table Presentation Transcript

    • A S E A T at the TAB LE Marc Miller, CEO Sogistics Corporation r
    • Discussion How to earn a “seat at the table” – reserved for those few salespeople who make a strategic impact
    • Why is it critical you gain a “seat?” 1. Change in Buying 2. New Sheriff in town 3. Create Demand w/ Executives
    • Customer Voice D
    • Self-Rating? 9.9
    • Sustainability CEO & Corporate Turnover New Realities: Transparency, Standardization, Globalization, and Shortened Lifecycles Good to Great
    • Your Customers
    • Eliminate Hidden Costs
    • Productivity Kakuzen Solutions
    • Bank Case Study
    • Express Courier Service: $14mm
    • Know-How
    • “Thank you. That $4 million you helped us save allowed us to build 3 new bank branches last year.”
    • The Other Half…..
    • Crowded Competitive Field
    • Differentiate
    • Two Wallets Today Future
    • Traditional Discussion Today Wallet Standardization Predatory Competitors Transparency
    • Un-winnable Game Today Wallet Mid-Level Budget- constrained
    • Different Discussion Future Goals & Today Strategies Future Wallet
    • Connect to Strategy Senior Level – Today Risk/Reward Decisions Future Wallet
    • How?
    • The two questions…
    • Mickey, Genentech
    • “I help hospitals build centers of excellence …”
    • Conversation? Workflow Processes Analysis Brainstorming Best Practices Sharing Feedback Loops Peer-to-Peer Data Extraction
    • “The less I talk about products, the more products I sell.”
    • “…part of our team.”
    • “She gets it, she gets us”
    • What business are you in?
    • Rules on Connecting to Strategy Strategy dictates spend. To change spend, change strategy
    • Red Ocean Strategy Mature Products Competitive Markets Slow Growth Deteriorating Margins
    • Blue Ocean Strategy Unique Products New Innovations New Markets Premium Margins
    • Resource Spend
    • Strategy: Customer Money-Making Blue Ocean Red Ocean II III Mission Critical Non-Mission Critical I IV
    • Strategy: Customer Money-Making Blue Ocean Red Ocean II III Mission Critical Deployment Optimization Non-Mission Critical I Outsource IV Innovation
    • MoneyMaking Strategy Blue Ocean Red Ocean II III Mission Critical Deployment Optimization Non-Mission Critical Innovation Outsource I IV
    • MoneyMaking Strategy Blue Ocean Red Ocean II III Mission Critical Non-Mission Critical I IV Innovation
    • MoneyMaking Strategy Blue Ocean Red Ocean II III Mission Critical Deployment Non-Mission Critical I IV Innovation
    • MoneyMaking Strategy Blue Ocean Red Ocean II III Mission Critical Deployment Optimization Non-Mission Critical I IV Innovation
    • MoneyMaking Strategy Blue Ocean Red Ocean II III Mission Critical Deployment Optimization Non-Mission Critical I IV Innovation Outsource
    • Which Quadrants Do You Add Value to? Blue Ocean Red Ocean II III Mission Critical Deployment Optimization Non-Mission Critical I Outsource IV Innovation
    • Key To create demand, you must connect to both red and blue ocean customer strategies. Why? Wednesday, September 23, 2009
    • Your Top Customers: Sustainability Strategy? Blue Ocean Red Ocean II III Mission Critical Deployment Optimization Non-Mission Critical I Outsource IV Innovation
    • Question How Learn Customer Strategy?
    • F.O.C.A.S.: Execution Discipline Fact Questions Objective Questions Concern Questions Anchor Questions Solution Questions See “A Seat at the Table” book Wednesday, September 23, 52 2009
    • Your Customers
    • Hidden, Bloated Costs
    • Productivity
    • Crowded Competitive Field
    • Differentiate
    • Your Value: Vision & Perspective
    • Businesspeople Who Sell
    • Remember All the customer cares about is value!
    • Marc Miller mmiller@sogistics.com www.sogistics.com Focus on the promise, not the prize Double Down on the Analytics Read “A Seat at the Table” (amazon.com) Get Smarter Faster: Get a Smartpen! (www.smartpenz.com) r