Welcome. Thanks for your interest and curiosity. I am Scott Espy of Sales Performance Associates.
If you will invest the next 5 minutes watching this presentation, the information could significantly improve the fortunes of your company for 2010. Let me introduce you to Sales Performance Associates. Many of you have known us as the NEC Academy. We haven’t lost our value to your company just because our business cards have changed.
My reason for sending you this message is that the business conditions for 2010 are forecasted to be tough. As a business owner you are facing some significant challenges like a shortage of prospects, longer sales cycles, and sending out a lot of proposals but not getting a decision. Once in front of a prospect, how are you differentiating your offer from your competitors? Do you find that winning a deal is coming down to being the lowest price? But what about those lost deals where you were the lowest price? What happened there? It is all very confusing. One reason may be that the buyers you are working with today are following a new buying process. The question is this, “How have you changed your sales approach to create a successful sales pursuit in the new buyer’s environment?
Our services can give your company a way to address those questions, by prospect campaigns to fill your sales funnels, adapt your sales process, and maximize your sales people’s time to see more prospects. But that isn’t always enough. To be truly successful in a market where the customers are risk averse and can’t make an investment mistake, we can help you differentiate your solution offer and demonstrate value. These changes will increase sales revenue and raise your margins. If those are areas where you would appreciate some ideas for improvement you should call us.
Both Bill and I have spent our careers in selling technology solutions and teaching best practice sales approaches. Most recently the last 10 years we have dedicated ourselves to discovering the best sales processes and tools to help our clients expand their businesses through improving their sales revenues. Our passion is to help sales people and their managers use these processes and tools to make a lot of money for themselves and their company. And we have succeeded at that. We can do that for your company as well.
Here is just a quick overview of how we can work with your company to help you pinpoint areas of improvement. ^It all starts by working with you and your management to analyze your current situation. We have invested in several tools to help you identify opportunities for improvement. ^ Then as a team we will determine the areas of focus, identify what success looks like at completion, schedule the appropriate action, and deliver. ^ It may be some type of workshop, coaching assignment, lead campaign, or even staffing and hiring assistance. ^One of our key differentiators is to develop a Coaching plan and assist with ongoing coaching. ^But just as critical to your success, is the Review cycle we build into our engagements. It isn’t enough to deliver results. We want to know how the program is working and how we can make it better. That is why you will never engage us in a project that does not have success metrics to demonstrate the value you received from our services.
You have seen the changes in the market place over the past two years, has your company changed with it? These services address the tactical areas of your business that we can positively impact. Our services are focused on improving your sales revenues and margins; and help you differentiate your offer in the market place. If we can’t give you some ideas to do that, we will not waste your time.
Just a couple of quick notes. If you choose to engage us, you will gain access to our virtual toolbox of processes, presentations, and tactics based the latest Sales 2.0 methodology. We can help you win deals. So, if your business could benefit from some fresh outside ideas, maybe you are looking for ways to pump up the sales team or just looking for a company you can count on to help build on success, you should give us a call.
We know your company would benefit from a conversation with us. Bill and I look forward to having the opportunity to talk with you about your plans for 2010. So give us a call. For Sales Performance Associates, this is Scott Espy. Thanks for watching today.
Spa Email Intro General R2
Introducing . . . from the team that gave you … “ Opportunities in a Down Economy” Sales Performance Associates S P A S P A
What’s Your Plan for 2010? <ul><li>Sales and Management Coaching </li></ul><ul><li>Preparing for a Successful 2010 </li></ul><ul><li>Professional, Relevant Experience </li></ul>
Are You Experiencing…. <ul><li>A Shortage of Prospects </li></ul><ul><li>Longer Sales Cycles </li></ul><ul><li>Proposals But No Decisions </li></ul><ul><li>Difficult to Differentiate Your Offer </li></ul><ul><li>Getting Beat On Price </li></ul>
SPA Can Help Your Business <ul><li>Lead Generation Programs </li></ul><ul><li>Innovate Your Sales Process </li></ul><ul><li>Refresh Your Qualification Criteria </li></ul><ul><li>Make Your Offer Stand Out </li></ul><ul><li>Raise Your Margins </li></ul>
The SPA Players <ul><li>30 years of proven sales, sales management, and sales training experience in the Telecom Industry. </li></ul><ul><li>Demonstrated Leadership and Business Development </li></ul><ul><li>Certified Instructional Design and Classroom Instruction </li></ul><ul><li>Online Course Development and Delivery </li></ul><ul><li>Certified CORE facilitator </li></ul><ul><li>30 years in the Telecom Industry, 20 years of sales, sales management, and product application training. </li></ul><ul><li>Successful Entrepreneur </li></ul><ul><li>Voted Best Classroom Instructor – Technical Sales </li></ul><ul><li>Published Writer on Sales and Sales Management Topics </li></ul><ul><li>Specific Expertise in Sales, Prospecting and Marketing </li></ul>M. Scott Espy – Principle Bill VanSickle – Principle Focused On Improving Performance
Engagement Process Orientation SWOT Analysis Skills Assessments Staff Alignments Evaluate Results Develop Training Plan Success Metrics Customize Workshops Schedule Dates Conduct Workshops Opportunity Coaching Campaign Planning Coaching Plan Ongoing Coaching Coaching Feedback Review Progress Compare Metrics Additional Action
Expected Outcome <ul><li>Respond to a Changing B2B Marketplace </li></ul><ul><ul><li>Sales Training </li></ul></ul><ul><ul><li>Prospecting/Marketing </li></ul></ul><ul><ul><li>Sales Management </li></ul></ul><ul><ul><li>Consulting and Coaching </li></ul></ul><ul><li>Proven Results </li></ul><ul><ul><li>Improved Sales Revenues and Margins </li></ul></ul><ul><ul><li>Help Dealers Differentiate Themselves </li></ul></ul>Focused On Improving Performance
Why Partner With SPA <ul><li>Up to Date Sales 2.0 Approach </li></ul><ul><li>Winning Experience </li></ul><ul><li>Sales Tune Up </li></ul><ul><li>Advocate for Sales and Management </li></ul><ul><li>Trusted Advisor Relationship </li></ul>
Dallas: Scott Espy [email_address] ; 214-641-9336 Denver: Bill VanSickle [email_address] ; 303-680-5593 Let’s work together to find ways to grow your business and position you for 2010! Sales Performance Associates Contact Us Today