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Milestone Selling: Lead your leads

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You can't manage salespeople retroactively. Milestone Selling visualizes in real time if your salespeople are generating the short-term progress through the sales process that is needed to reach your budget long-term.
Free 300p E-book at www.leadyourleads.com

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Milestone Selling: Lead your leads

  1. 1. milestoneselling.com 1 How do you lead?
  2. 2. milestoneselling.com 2 Long term + results
  3. 3. milestoneselling.com 3 Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Short term + results
  4. 4. milestoneselling.com Short term + activities 4 Phone calls Sales calls Offers Results? Januar y February March April May June Number of activities Time
  5. 5. milestoneselling.com Short term + progress 5 Focus Activities  First cold call  Canvas  Sales call  Presentation or demo  Negotiation call  What the salesperson does Progress (outcome)  Interest  Sales call appointment  Agree next step  Buying signals  Signs contract  Prospect’s reaction
  6. 6. milestoneselling.com Four levels of sales management 6
  7. 7. milestoneselling.com 7 Longterm+Results • Challenge: • Confusing • Unclear • No urgency • Why anyway? • Easy • Used to • Safe • Results: • Free agents • Luck Shortterm+Results • Challenge: • Desperate • Low hanging fruit • No perspective • Why anyway? • Tangible • Direct • Exact • Results: • Narrow minded • No new clients • Low prices Shortterm+Activities • Challenge: • Many meetings • Urgency • Value creation? • Why anyway? • Real managem. • Measurable • Feels secure • Results: • Hard work • Sense of urgency • Lack motivation Shortterm+Progress • Challenge: • Don’t know how • Complicated • Need data • Why anyway? • Makes sense • Meaningful • Transparent • Results: • Moving pipeline • Early warning • Gratification now
  8. 8. milestoneselling.com How do you manage sales? We asked more than 300 sales organizations 0% 5% 10% 15% 20% 25% 30% 35% 40% 1 2 3 4 8 20% 29% 16% 36% Measure and discuss prospects’ movement and progress through the sales process. Measure activities – e.g. the number of sales calls.per week. Salespeople are managed in relation to budget with ongoing follow-up. Salespeople are managed in relation to budget, responsible for own follow-up. Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.
  9. 9. milestoneselling.com 6% 28% 44% 22% How is the management method working for you? Perfect. It is of great value to us. It is good. It is working for us. It could be better. It needs improvement. Survey by Milestone Selling with 300+ respondents. Conducted Q4 2012.
  10. 10. milestoneselling.com Foryderligereinformation FREE E-book at: www.leadyourleads.com

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