Ten Slides in Ten Minutes - Get it Done or Give Up

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Some thinking about sales and what is essential to have a winning formula. Seven key elements are noted and then a slide on the salesforce. Think of it in line with sales operations. Account Management and Capture Management is also a focus.

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Ten Slides in Ten Minutes - Get it Done or Give Up

  1. 1. SS Ten Slides in Ten Minutes: Get it Done or Give Up [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP March, 2014 bill.graham@sales-synthesis.co.za
  2. 2. 2 The Magnificent 7: “Get it Done or Give Up” If your Salesforce is without the above, likelihood they’ll eventually be without ‘Wins’ Qualification of Opportunities Account Plans Capture Plans Common Methodologies & Processes Satisfaction Surveys Competitive Analysis Benchmarking 1 2 3 4 5 6 7 Salesforce At a Minimum
  3. 3. 3 • All Business Units get to vote • Aligned to company strategy? • Value & Benefit selling • Able to delivery by all units • Growth of Strategic relationship Be without and always be looking in… How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success 1. Qualification of Opportunities If there are any surprises (or commodity selling) then the relationship with the Prospect is questionable Anything Else! At a Minimum
  4. 4. 4 • Understand the Industry • Understand the Client’s needs • Craft a Living Plan ( + milestones) • Include new ideas and thinking • Syndicate with all Business Units How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success 2. Account Plan/s Account Plans are the carriers of the lifeblood of an organisation. Without them there is no plan to sell… Be without and always be looking in… Anything Else! At a Minimum
  5. 5. 5 • Fundamental to Opportunity Mgt • Focus: Needs of the prospect • Robust differentiated strategy • Actions, timeframe and measures • Willingness to ‘listen’ to all ! How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success 3. Capture Plan/s Capture Plan – Strategic plan to market your company as being best positioned to deliver the opportunity Be without and always be looking in… Anything Else! At a Minimum
  6. 6. 6 • Common language across units • Status monitor against process • Implementation of best practices • Creation of Centres of Excellence • ‘Our way of working’ How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success 4. Common Methodologies and Processes A Sales Process is a necessity but must be built on Sales Methodologies to be effective Be without and always be looking in… Anything Else! At a Minimum
  7. 7. 7 • Voice of the Customer • The single version of the truth • Independently undertaken • Reveals: Repeatability or Jettison • Allows invigoration of Account How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success 5. Satisfaction Surveys Tells an organisation whether there is future business with a client – without a major intervention Be without and always be looking in… Anything Else! At a Minimum
  8. 8. 8 • Competitor coverage in market • Competitor solutions versus yours • Competitor growth strategies • Client’s perception of competitor • Competitor ability to satisfy How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success 6. Competitive Analysis An organisation must understand their competition – else they may be outsmarted & ‘leap-frogged’ Be without and always be looking in… Anything Else! At a Minimum
  9. 9. 9 • Functionality against competition • Account Engagement vs Others • Pricing against competitors • Client satisfaction versus Others • Engagement experience vs others How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success 7. Benchmarking Benchmarking must be analysed honestly, holistically and from multiple dimensions Be without and always be looking in… Anything Else! At a Minimum
  10. 10. 10 • Open to new ideas • Functionality selling – not price • Industry Knowledge • Know Client’s Business Strategy • Resonate with client How Mature is your Salesforce? Increasing the 'Loss Rate' Creating a climate for success Pinnacle Point: The Salesforce MUST be Dynamic & Open to New Ideas The Salesforce must be dynamic and willing to learn daily. A static Salesforce is effectively ‘dead’. Be without and always be looking in… Anything Else! At a Minimum

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