Sales gauge corporate lcf[1]rev 1

Sales Gauge “Do You Have What It Takes To Move The Needle”

The goals of sales training are huge and ambitious… • To promote consistent behavior • To communicate executive expectations • To provide a common language • To share and replicate best practices Live Exec Meetings • To inspire self-reliance • To make sense of an “inexact” science Above all, our goal of training is to immediately provide a mechanism that increases revenue and is repeatable and measureable March 2010 Company Confidential • Patent Pending

Why does conventional training fail? • Process-heavy and paper intensive • Difficult to quantify results • Focus is placed outside of the reps’ control • “Deal” or “solution” focused • Little or no stickiness • Broad application to non-sales departments • Not directly relevant for sales management • “One size fits all” approach difficult to customize • Often created by trainers, not sales professionals March 2010 Company Confidential • Patent Pending

Sales Gauge is not…. • Process-heavy and paper intensive • Difficult to quantify results • “Deal” or “solution” focused • Cumbersome and complicated to repeat • Broad application to non-sales departments • Forcing management to change their existing methods or approach • “One size fits all” approach difficult to customize • Created by trainers March 2010 Company Confidential • Patent Pending

What are the 6 Sales Gauge Modules

Do You Have What It Takes To Move The Needle Sales Gauge 1 Power Prospecting Sales Gauge 2 Flexing Your Social Network Muscle Sales Gauge 3 Reference Selling Your Strengths Sales Gauge 4 Maximizing Your Value to Increase the Sale Sales Gauge 5 Do We Have A Deal or Not Sales Gauge 6 Authoritative Closing March 2010 Company Confidential • Patent Pending

Sales Gauge 1 Power Prospecting • How to research executives and get their attention on the first connection • How to institutionalize the process with your CRM during the training • The meaning behind AIDA • Harnessing the power of activity tracking for coaching moments in sales • How to gain immediate access to power through phone and email • Personalized Coaching for sales managers via the web to ensure repeatability – IN-CLASS EXERCISES include: Drafting powerful emails LIVE; matching specific solutions with specific buyers; phone and voicemail techniques; creation of compelling “personal connections” – Metrics: 8-10% of the executive emails will be responded to March 2010 Company Confidential • Patent Pending

Sales Gauge 2 Flexing Your Social Networking Muscle • Gaining interest and curiosity on the first call • How to use Linked In and Networking to get powerful introductions • How to use powerful reference stories to increase interest • The power of reference clients • How to engage gatekeepers to get to the executive – IN-CLASS EXERCISES include: LIVE calling to prospects and customers; crafting a compelling set of reference stories for different audiences. Analyzing your personal network and attacking the best prospects based on that analysis. – Metric: 10-15% of executive calls will be positively responded to March 2010 Company Confidential • Patent Pending

Sales Gauge 3 Reference Selling Your Strengths • Using exciting language to build messages based on title • Create an elevator pitch for prospecting and building credibility • How to target the right people and transform your messaging • Marketing and Sales team up to build effective campaigns and elevator pitches that drive interest on every engagement – IN-CLASS EXERCISES include: LIVE Linked In exercises and network building. Use of the tools in live email and introductions to gain appointments during the training. – Use the same techniques with email marketing tools to build and measure the effectiveness of your programs. We will see what had the best response rates, click through or calls to action . March 2010 Company Confidential • Patent Pending

Sales Gauge 4 Maximizing Your Value to Increase the Sale Selling boils down to “Conveying Value in The Moment” • Establishing urgency by the first meeting • Why people really buy • Effectively managing a customer meeting • How to successfully frame an opportunity • Knowing when to use “open,” “closed,” and “apprehension” questions – IN-CLASS EXERCISES include: How to establish value over benefits and features; how to prepare for that important meeting. Application of the techniques to your deal and phone meetings to uncover the information and VALUE in the sale March 2010 Company Confidential • Patent Pending

Sales Gauge 5 Do We Have a Deal or Not Both parties need to invest mutually with actions on a deal • Gaining early commitments through matched value requests • Quickly conclude if your deals are real, stuck or ready to close • How to transfer ownership to the prospect • How to ID your fan, sponsor, and champion • How to effectively use demos for trial closes • Modern Persuasion Techniques I: Commitment, Consistency, and Reciprocation – IN-CLASS EXERCISES include: Building a customized Deal or NO Deal checklist; creating a strategy that keeps deals moving and ensures increased velocity in the pipeline March 2010 Company Confidential • Patent Pending

Sales Gauge 6 Authoritative Closing Your clients are begging to be closed so close them • Objection handling strategies • How to effectively close • How to distinguish yourself from the competition • When (and how) to discount • A formal preparation process to the close that ensures you are ready – IN CLASS-EXERCISES include: Objection handling techniques; recognizing buying signs throughout the sales cycle; competitive positioning. March 2010 Company Confidential • Patent Pending

Sales Gauge Customer Selection Method

Customer Selection Model Passive Costly to Serve But Willing To Pay • Unique Value Optimize P • No substitute exists for Company w/ISR & • Installed Base • +$??? deal size R • OEM channel O F I T Direct Transactional Price Sensitive Focus • Smaller deal size • High technical demands M • Small deal size •Standard solutions A • Fast time to Value • Extensive customization R • Low technical demands • High support • High pre-sales effort G • No alignment between client DOGS I and value prop N • Heavy reliance SI’s & “advisors” LOW Cost To Serve High March 2010 Company Confidential • Patent Pending

“Strategic Financial Partners worked with Sales Gauge to show or associates how to use tools like Linked In to network for new business. Sales Gauge utilizes a fresh approach to sales training that includes live exercises with real time coaching that delivers introductions for new business in the training. We subsequently engaged them on working with us to develop a new look and feel for our web presence that was more inviting to our customers.” Glenn Noland Managing Partner Strategic Financial Partners March 2010 Company Confidential • Patent Pending

"Sales Gauge has provided our firm with a variety of sales and prospecting training over the years. They have helped our sales team create more effective sales techniques leading to greater effectiveness and ultimately increased revenue. I would highly recommend this training to any company looking to increase sales“ Roy Hirshland CEO T3 Advisors March 2010 Company Confidential • Patent Pending

"The Sales Gauge communication programs delivered immediate value to SDL. Tim worked with us to develop a communication training program that our sales teams could utilize that day. His knowledge and process enabled the teams to understand how to build a powerful message based on the level of the individual and the product or industry they are calling on. The use of technology was introduced at the same time to develop campaigns that our sales team could use to increase their productivity and leverage massive communications that really worked in filling their pipeline." Deb Harrington Sales Manager SDL March 2010 Company Confidential • Patent Pending

“Tim Haller and the Sales Gauge training he provided to us was very valuable to our Team. Our team, like most inside sales organizations, can be swamped with non productive leads. Tim's program created several tactical techniques that delivered results for the team. I have found Tim to be flexible and willing to customize his program for the NA and EMEA geographies, and Tim's program gave us strategies to review and prioritize leads and techniques to reinforce the use of our CRM as a tool to further qualify deals. His dynamic and energetic style, coupled with his real world sales experience translate into credibility with his students. I would highly recommend Tim and his Prospecting/Qualification Program to anyone that needs to improve their sales teams effectiveness on the phone, finding business and delivering results.” Jan John Lead Gen Program Manager Progress Software March 2010 Company Confidential • Patent Pending

"Sales-Gauge has an excellent process that utilizes Linked In as a prospecting and networking tool. The program was reinforced with hands on practice that gave our agents immediate results and appointments to people that needed our services. I would highly recommend the Sales Gauge social networking workshop to anyone in sales" Mike Chapman Chief Sales Officer HUB International New England March 2010 Company Confidential • Patent Pending

Contact Information Tim Haller thaller@sales-gauge.com P 781-910-0077 www.sales–gauge.com

Sales gauge corporate lcf[1]rev 1

by Tim Haller on Aug 02, 2010

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Sales gauge corporate lcf[1]rev 1 — Presentation Transcript