3 Things You Must NOT Do If You Want to Survive Q1, 2009 and Beyond By Tom Batchelder Author , Barking Up a Dead Horse Founding Partner, Perficency December 15, 2008 | Webinar

1 3 Things You Must NOT Do If You Want To Survive Q1 What we will cover: Freak out – Chase ANY new business opportunities that show up Stop following YOUR new client engagement process and start following your prospect’s Compete on price

3 Things You Must NOT Do If You Want To Survive Q1

What we will cover:

Freak out – Chase ANY new business opportunities that show up

Stop following YOUR new client engagement process and start following your prospect’s

Compete on price

2 Audience Anyone responsible for developing new business from existing clients or new prospects. Intended Outcomes Challenge you to be more disciplined about your new business mindset, face your fears of 2009. Give you tangible suggestions for controlling your mind, and focusing on the parts of your process that will ensure productive use of your time and profitable outcomes. Meet your desire for continuous learning and being stretched toward more effectiveness as a leader, sales professional, and subject matter expert.

Audience

Anyone responsible for developing new business from existing clients or new prospects.

Intended Outcomes

Challenge you to be more disciplined about your new business mindset, face your fears of 2009.

Give you tangible suggestions for controlling your mind, and focusing on the parts of your process that will ensure productive use of your time and profitable outcomes.

Meet your desire for continuous learning and being stretched toward more effectiveness as a leader, sales professional, and subject matter expert.

3 Who we are… Perficency is a national sales coaching organization focused on helping individuals and organizations be more effective in their new business development efforts. What we see… Most spend time and money trying to change results by reading a book, attending a seminar, buying a new CRM application and expect breakthrough results. After the initial excitement wears off, they fall back into old habits. The temporary focus & change is not sustainable over time. How we work… We provide two tracks for people to engage us. Private coaching and corporate training that blends 1:1 phone coaching and live group training with ‘real-time’ deal coaching. No cost / low cost access - live monthly webinar, email templates & tips on our website, and our book: “Barking Up a Dead Horse: Avoiding Wasted Time and Effort in Business-to-Business Sales.”

Who we are… Perficency is a national sales coaching organization focused on helping individuals and organizations be more effective in their new business development efforts.

What we see… Most spend time and money trying to change results by reading a book, attending a seminar, buying a new CRM application and expect breakthrough results. After the initial excitement wears off, they fall back into old habits. The temporary focus & change is not sustainable over time.

How we work… We provide two tracks for people to engage us.

Private coaching and corporate training that blends 1:1 phone coaching and live group training with ‘real-time’ deal coaching.

No cost / low cost access - live monthly webinar, email templates & tips on our website, and our book: “Barking Up a Dead Horse: Avoiding Wasted Time and Effort in Business-to-Business Sales.”

4 3 Things You Must NOT Do If You Want To Survive Q1 #1 Freak out – Chase any new business opportunities that show up “ The paradox of reaching your goals is that you must work actively toward them, and at the same time detach yourself from them. Do the things you know will get you there and obsess less about them on a daily basis.” Ensure you are clear about what opportunities you are interested in responding to and pursuing and which ones you are not. Be as diligent about this process as you ever have been. Suggestion: Stay aware and disciplined about your emotions. Read or re-read “Emotions and the reactive mind” chapter from Barking Up a Dead Horse (p. 198)

3 Things You Must NOT Do If You Want To Survive Q1

#1 Freak out – Chase any new business opportunities that show up

“ The paradox of reaching your goals is that you must work actively toward them, and at the same time detach yourself from them. Do the things you know will get you there and obsess less about them on a daily basis.”

Ensure you are clear about what opportunities you are interested in responding to and pursuing and which ones you are not. Be as diligent about this process as you ever have been.

Suggestion: Stay aware and disciplined about your emotions. Read or re-read “Emotions and the reactive mind” chapter from Barking Up a Dead Horse (p. 198)

3 Things You Must NOT Do If You Want To Survive Q1 #2 Stop working on and sticking to your new client engagement process & start following your prospect’s 5 “ Most people in business to business sales and professional services struggle with HAVING an effective process to take new prospects through, and being DISCIPLINED enough to follow it every time.” What are the most important questions to ask / get answered at step one and two of your new client engagement process? i.e.: “Why not just keep doing what you’re doing?”, “What’s the cost of that?”, “Who else cares about this?” What are key steps in YOUR process & how do you orient your prospect to them? i.e.: “Before presenting, it is essential that we understand…”, “Before giving a proposal, we need to have a clear idea of your expectations around…” Suggestion: Read or re-read “Process examples, Red Flags, and How to handle an RFP” from Barking Up a Dead Horse (p.177-191)

“ Most people in business to business sales and professional services struggle with HAVING an effective process to take new prospects through, and being DISCIPLINED enough to follow it every time.”

What are the most important questions to ask / get answered at step one and two of your new client engagement process?

i.e.: “Why not just keep doing what you’re doing?”, “What’s the cost of that?”, “Who else cares about this?”

What are key steps in YOUR process & how do you orient your prospect to them?

i.e.: “Before presenting, it is essential that we understand…”, “Before giving a proposal, we need to have a clear idea of your expectations around…”

Suggestion: Read or re-read “Process examples, Red Flags, and How to handle an RFP” from Barking Up a Dead Horse (p.177-191)

3 Things You Must NOT Do If You Want To Survive Q1 #3 Compete on price “ Price is NOT the primary reason why people buy - Don’t let the current economic climate (or even what people are telling you) fool you.” If you do your job as a facilitator and getting the truth, you will uncover your prospect’s true needs and the costs of doing nothing. If price is their primary factor, you are obligated to tell them that you are not going to be the lowest price, and why. Try to scare away prospects (and set the right tone) by clearly framing why people buy from you – Pain / Opportunity / OPEN TO Suggestion: Stay in control - Spend more time preparing your Upfront Frame for every conversation. Read or re-read this chapter in Barking Up a Dead Horse (p.146) 6

3 Things You Must NOT Do If You Want To Survive Q1

#3 Compete on price

“ Price is NOT the primary reason why people buy - Don’t let the current economic climate (or even what people are telling you) fool you.”

If you do your job as a facilitator and getting the truth, you will uncover your prospect’s true needs and the costs of doing nothing.

If price is their primary factor, you are obligated to tell them that you are not going to be the lowest price, and why.

Try to scare away prospects (and set the right tone) by clearly framing why people buy from you – Pain / Opportunity / OPEN TO

Suggestion: Stay in control - Spend more time preparing your Upfront Frame for every conversation. Read or re-read this chapter in Barking Up a Dead Horse (p.146)

7 Courage “ When one has nothing to lose, one becomes courageous. We are timid only when there is something we can still cling to.” Carlos Casteneda Face your fear and discomfort head-on. Model this for your team. Your desire for “safety”, while understandable, holds you back. Your words and actions must be congruent in order to inspire people in challenging times. Suggestion: Read or re-read the “Burn your boats at the shore” story in Barking Up a Dead Horse (p.231)

Courage

“ When one has nothing to lose, one becomes courageous. We are timid only when there is something we can still cling to.” Carlos Casteneda

Face your fear and discomfort head-on. Model this for your team.

Your desire for “safety”, while understandable, holds you back.

Your words and actions must be congruent in order to inspire people in challenging times.

Suggestion: Read or re-read the “Burn your boats at the shore” story in Barking Up a Dead Horse (p.231)

3 Things You Must NOT Do If You Want To Survive Q1 Freak out – Chase ANY new business opportunities that show up Stop working on and sticking to your new client engagement process and start following you prospect’s Compete on price 8

3 Things You Must NOT Do If You Want To Survive Q1

Freak out – Chase ANY new business opportunities that show up

Stop working on and sticking to your new client engagement process and start following you prospect’s

Compete on price

Three suggestions to help you and your team stay focused and sane in Q1 Read and watch less news Focus on your internal processes – biz dev, operations, etc. STOP commiserating + Spend time with people that feed you in a positive manner 9

Three suggestions to help you and your team stay focused and sane in Q1

Read and watch less news

Focus on your internal processes – biz dev, operations, etc.

STOP commiserating + Spend time with people that feed you in a positive manner

Application A link to the slides will be emailed to you at the end of the webinar. They’re located on our community site in the Perficency Webinar Archives Group: http://perficency.ning.com/group/perficencywebinararchives 2. Pick one thing you can commit to doing in the next 1-2 days. Email me any success stories or questions: [email_address] 3. Buy the book at www.barkingupadeadhorse.com 10

Application

A link to the slides will be emailed to you at the end of the webinar. They’re located on our community site in the Perficency Webinar Archives Group:

http://perficency.ning.com/group/perficencywebinararchives

2. Pick one thing you can commit to doing in the

next 1-2 days. Email me any success stories

or questions: [email_address]

3. Buy the book at www.barkingupadeadhorse.com

Additional Notes *Note new time for next month’s webinar Join our online community: www.perficency.ning.com Join us Monday, January 19 th 2pm EST / 11pm PST for next month’s webinar: The importance of a strong start and clear ending: Tips for Starting & Ending prospect calls, meetings and presentations. 11