Ten Slides in Ten Minutes - Parable of the Pink Ponies

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Thinking about the relevance of solutions for clients and the impact if they are incorrect. Credibility and relationship breakdown.

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Ten Slides in Ten Minutes - Parable of the Pink Ponies

  1. 1. SS Ten Slides in Ten Minutes: Parable of the Pink Ponies [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP April, 2014 bill.graham@sales-synthesis.co.za
  2. 2. Market Management Relationship Building Opportunity Scouting Prompts: • Global trends • Industry knowledge • Unfolding opportunities • Emerging risks Prompts: • Pedigree/s • Preferences • Requirement/s for advancement • Resource alignment • Communication plan/s Prompts: • Wants vs. needs • Resourcing requirements • Solutions vs. Risks • Ability to deliver • Competition Account Managers should be “Thought Leaders” in specific industries Account Managers need to be articulate & be the Single Point of Contact [SPOC] Account Managers need to understand the clients’ needs and deliver against this need Fact 1: Account Management assists in the Determination of Solutions 2 Abundance of Solutions Selection of Solutions Mutually Agreed Solutions Relevant solutions must be mutually agreed between the Service Provider & the Client Source: Sales Synthesis Client
  3. 3. 3 Source: Sales Synthesis Fact 2: It is a Necessity to Deploy Relevant Cost-Efficient Solutions A Common Strategic Vision with Clients Basic Products Basic Solutions Value-Added Services The Competitors’ Trajectory of Irrelevance Evolving Solutions Moment of Truth Competitive Mountain Competitive Molehill An evolving relationship
  4. 4. 4 Thus, given that…. Fact 1: Account Management assists in the Determination of Solutions Relevant solutions must be mutually agreed between the Service Provider & the Client Fact 2: It is a Necessity to Deploy Relevant Cost-Efficient Solutions & The Sales Bag will contain a defined set of offerings…
  5. 5. 5 Thus, given that…. Fact 1: Account Management assists in the Determination of Solutions Relevant solutions must be mutually agreed between the Service Provider & the Client Fact 2: It is a Necessity to Deploy Relevant Cost-Efficient Solutions & But none, I guess, would be a real Pink Pony… The Sales Bag will contain a defined set of offerings… Sales Bag: Without Pink Ponies
  6. 6. 6 Pink Ponies and a Point to Ponder A customer walks into a major retail outlet and asks the sales assistant, ‘Do you sell Pink Ponies?’ The sales assistant has (probably) three possible answers: 1. “Yes” 2. “No” 3. “Come back in ‘X ‘weeks and we’ll have them in stock”. What would their answer ‘typically be?…
  7. 7. 7 Pink Ponies and a Point to Ponder A customer walks into a major retail outlet and asks the sales assistant, ‘Do you sell Pink Ponies?’ The sales assistant has (probably) three possible answers: 1. “Yes” 2. “No” 3. “Come back in ‘X ‘weeks and we’ll have them in stock”. It would be ‘No’… What would their answer ‘typically be?…
  8. 8. 8 A Question for Sales Leadership Question: Would you allow your salesforce to attempt to sell Pink Ponies? Answer: 1. “Yes” 2. “No” 3. “Come back in ‘X ‘weeks and we’ll have them in stock”. This is commonly referred to as ‘shoehorning… A Forced Solution is a Forecast for Failure
  9. 9. 9 Source: Sales Synthesis Solution Fit Profitability and / or Business Fit Ascent of Acceptability Forcing a solution to fit a client’s requirements [commonly referred to as ‘shoehorning’] will result in lower marketplace credibility and lower long term profitability The Path of Pink Ponies to the Days of Customers’ Past 100%0% The Region of Ruined Solutions and Pink Ponies… The Rapid Rise of the Sound Solution The Peak of Performance A Forced Solution is a Forecast for Failure Build mutually beneficial and sustainable long-term client relationships by crafting solutions that support a clients’ Business Needs
  10. 10. 10 In Closing: A Lesson to Learn Scenario 1: A customer walks into a major retail outlet and asks the sales assistant, ‘Do you sell Pink Ponies?’ The sales assistant answers: “Yes” …and the retail outlet goes out of business because of non-delivery. Scenario 2: A customer walks into a major retail outlet and asks the sales assistant, ‘Do you sell Pink Ponies?’ The sales assistant answers: “No” … and the retail outlet grows from strength to strength by selling relevant offerings. Do Not Compromise your Salespeople - or Your Growth in the Marketplace - by Proposing Irrelevant Offerings, such as Pink Ponies…

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