Modern sales teams receive more information and leads than ever before. These slides were used as part of our recent webinar, helping attendees to learn how to apply a 7-step strategic sales framework to project opportunities. More information or get in touch for access to the recording at www.protelprojects.com

1. Protel Associates Ltd
[WEBINAR]
WIN MORE BUSINESS - Strategies for Selling into Capex Projects
8th of January - 11:00hrs (GMT)
Presenters
Jack Turner - Marketing Manager - LinkedIn
jack.turner@protelprojects.com
Donal O’Donovan - Business Development Manager - LinkedIn
donal.odonovan@protelprojects.com
Tony Hough - Managing Director - Linkedin
tonyh@protelprojects.com

2. WIN MORE BUSINESS
Strategies For Selling Into Capex Projects
A 7 Step Plan

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The 7 Steps

4. Step 1
❖ Qualify the Opportunity – Current Situation
➢ Not all projects will suit your company’s products/services –
consider:
➢ Location
➢ Technologies
➢ Project scale
➢ Project scope
➢ Potential order value
➢ Resource requirements
➢ Incumbent suppliers
➢ Timescales

5. ❖ Qualify the Opportunity - Buying Motives
➢ Client
➢ Improve productivity & efficiency
➢ Reduce costs
➢ Reduce carbon footprint
➢ Innovation & flexibility
➢ Quality & standards
➢ Regulatory compliance
➢ Health, safety & environment
➢ Decision Maker
➢ Easy life (existing technology & suppliers)
➢ Fear (unknown technology & suppliers)
➢ Glory (cheaper, better)
➢ Support (problem solving)
Step 2

6. ❖ Grade the Opportunity
➢ Devise an opportunity scoring system
➢ Identify key criteria from project qualification exercises
➢ Score key criteria
➢ Determine level of activity for total scores e.g.
➢ None (not a realistic opportunity)
➢ Minimal (e.g. email campaign / mail shot)
➢ Normal (e.g. field sales activity)
➢ Maximum (bring out the big guns)
Step 3

7. ❖ Establish the Sales Strategy
➢ Identify decision makers & influencers
➢ Economic influencers
➢ User influencers
➢ Technical influencers
➢ The ‘Coach’
➢ Determine the client vendor approval process
➢ Match ‘Needs’ to ‘Benefits’
➢ Consider technical seminars
➢ Become a problem solver i.e. the expert in your field
Step 4

8. ❖ Implement the Sales Strategy
➢ Schedule activities & actions
➢ Establish responsibilities
➢ Establish reporting structure
➢ Know the timescales & work to them
➢ Sharpen the tools:
➢ Communication (value proposition)
➢ Presentation (sales & technical)
➢ Documentation (technical, quality, financial)
➢ Proposal / bid processes
Step 5

9. ❖ Actions & Outcomes
➢ Apply, maintain, improve:
➢ Procedures
➢ Systems
➢ Processes
➢ Reporting
➢ Recording
➢ Monitoring
➢ Assessing
Step 6

10. ❖ Close the Loop
➢ Ask for the order
➢ Learn from the process – successes & failures
➢ Maintain the relationship
Step 7

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The 7 Steps

12. ❖ Please submit questions using the question pane on the
right of your screen.
❖ Feel free to connect with us on LinkedIn or submit any
questions via email.
❖ Slides & the recording will be made available after the
Webinar has ended.
Any questions?

13. For additional industry insight and analysis, browse our blog (FR).
Thank you for attending
Protel Associates Ltd
enquiries@protelprojects.com
T: +44 (0)1823 704000
Coming Up
Webinar: Increase Sales Effectiveness -
Leveraging the MyProtel Project Database
Date: TBC (February 2016)
Follow us on Twitter (@ProtelProjects) / LinkedIn for more details.