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Project Manage
Sales Pursuits
Bill Rust
August 27, 2015
Project Manage Sales Pursuits
Bill Rust
Project Management for Sales?
If You Can Measure It,
You Can Manage It
•Quickly Identify hurdles to winning the deal
•Eliminate and reduce your risks
•Increase the probability of your success
S...
“a temporary endeavor
undertaken to create a
unique product, service
or result”
What is a Project?
Copyright PLAYER MAP, I...
1. Feasibility
•Is it possible?
2. Acquisition
•Get it done
What is Step One?
Understand what phase are you in
Who needs
to support
the project?
Getting Buy In
•What is the scope of the deal?
•How long you will pursue it?
•How much you are willing to spend?
The IronTriangle
Underst...
The Fourth Constraint
•Scope
•Time
•Cost
How can you focus on quality?
What steps do your prospects usually take?
1. Identification of key initiatives
2. Definition of requirements
3. Evaluatio...
•Align your sales process with their purchasing process
•Present solutions based on their decision criteria
•Spend your ti...
•A – Always
•B – Be
•C – Closing
The ABCs of Project Management
Questions
• Why Sales Project Management?
• What is a Project?
• Feasibility / Execution
• Getting Buy In
• Scope /Time / ...
Bill Rust
If you have additional questions or comments:
bill.rust@kumasolutions.net
1.713.894.8117
Data.com Connect Presents: Bill Rust - Project Managing Sales Pursuits
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Data.com Connect Presents: Bill Rust - Project Managing Sales Pursuits

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Data.com Connect Presents: Bill Rust - Project Managing Sales Pursuits

  1. 1. Project Manage Sales Pursuits Bill Rust August 27, 2015
  2. 2. Project Manage Sales Pursuits Bill Rust
  3. 3. Project Management for Sales? If You Can Measure It, You Can Manage It
  4. 4. •Quickly Identify hurdles to winning the deal •Eliminate and reduce your risks •Increase the probability of your success Sales Project Management Payoffs Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  5. 5. “a temporary endeavor undertaken to create a unique product, service or result” What is a Project? Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  6. 6. 1. Feasibility •Is it possible? 2. Acquisition •Get it done What is Step One? Understand what phase are you in
  7. 7. Who needs to support the project? Getting Buy In
  8. 8. •What is the scope of the deal? •How long you will pursue it? •How much you are willing to spend? The IronTriangle Understand the “triple constraints”
  9. 9. The Fourth Constraint •Scope •Time •Cost How can you focus on quality?
  10. 10. What steps do your prospects usually take? 1. Identification of key initiatives 2. Definition of requirements 3. Evaluation of options 4. Selection of a solution 5. Resolution of issues and finalization of contracts 6. Implementation of the solution 7. Evaluation of success Aligning Sales with Purchasing
  11. 11. •Align your sales process with their purchasing process •Present solutions based on their decision criteria •Spend your time more efficiently and reduce time- wasting activities. Applying the IronTriangle
  12. 12. •A – Always •B – Be •C – Closing The ABCs of Project Management
  13. 13. Questions • Why Sales Project Management? • What is a Project? • Feasibility / Execution • Getting Buy In • Scope /Time / Cost • Quality • Aligning Sales with Purchasing • The ABCs of Project Management
  14. 14. Bill Rust If you have additional questions or comments: bill.rust@kumasolutions.net 1.713.894.8117

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