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Teamwork in Sales & Key Behaviors by Greg Twemlow

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Businesses of all sizes want to see sales steadily growing and the foundation for sales success is in teamwork. The organizational culture needed to achieve sales success does flow from the CEO down and staff need the right tools and effective coaching. Read more at https://www.gregtwemlow.co/

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Teamwork in Sales & Key Behaviors by Greg Twemlow

  1. 1. Focus on Teamwork for Sales Success
  2. 2. WHY ? •  WE have to achieve budgets •  WE have to work at it to be effective •  WE have to continually hone our technical & customer skills •  WE all have a role to play if we are going to kick a few goals
  3. 3. Sales is a Team Thing Everyone in Your Company Helps Customers Decide to Buy
  4. 4. The Sales Process •  10% Suspect •  20% Prospect •  30% Created Interest •  40% Preparing Offer/Bid •  50% Proposal/Bid Submitted •  60% Shortlisted •  70% Selected •  80% Contract Issued •  90% Contract Signed •  100% Ready for Delivery
  5. 5. ...... Involves ALL Staff •  10% Suspect •  20% Prospect •  30% Created Interest •  40% Preparing Offer/Bid •  50% Proposal/Bid Submitted •  60% Shortlisted •  70% Selected •  80% Contract Issued •  90% Contract Signed •  100% Ready for Delivery and so often sales success is due to lots of small things being done really well by the whole team.
  6. 6. Sales Process In 3 Phases Part 1:a. Suspect b. Prospect c. Created Interest Part 2:a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected Delivery Part 3:a. Contract Issued b. Contract Signed c. Ready for Delivery
  7. 7. The Goals in Each Phase Part 1:a. Suspect b. Prospect c. Created Interest Establish Rapport Part 2:a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected Part 3:a. Contract Issued b. Contract Signed c. Ready for Delivery
  8. 8. The Goals in Each Phase Part 1:a. Suspect b. Prospect c. Created Interest Establish Rapport Part 2:a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected Establish Trust Part 3:a. Contract Issued b. Contract Signed c. Ready for Delivery
  9. 9. The Goals in Each Phase Part 1:a. Suspect b. Prospect c. Created Interest Establish Rapport Part 2:a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected Establish Trust Part 3:a. Contract Issued b. Contract Signed c. Ready for Delivery Establish Confidence
  10. 10. The Behaviors in Each Phase Part 1:a. Suspect b. Prospect c. Created Interest Establish Rapport •  Listen •  Understand •  Empathise •  ID Needs & Wants Part 2:a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected Establish Trust Part 3:a. Contract Issued b. Contract Signed c. Ready for Delivery Establish Confidence
  11. 11. The Behaviors in Each Phase Part 1:a. Suspect b. Prospect c. Created Interest Establish Rapport •  Listen •  Understand •  Empathise •  ID Needs & Wants Part 2:a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected Establish Trust •  Demonstrate Skills •  Feedback Loop •  Follow Through •  Responsive Part 3:a. Contract Issued b. Contract Signed c. Ready for Delivery Establish Confidence
  12. 12. The Behaviors in Each Phase Part 1:a. Suspect b. Prospect c. Created Interest Establish Rapport •  Listen •  Understand •  Empathise •  ID Needs & Wants Part 2:a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected Part 3:a. Contract Issued b. Contract Signed c. Ready for Delivery Establish Trust Establish Confidence •  Demonstrate Skills •  Feedback Loop •  Follow Through •  Responsive •  Commercial Acumen •  Negotiate Win-Win •  Smooth Admin •  Prove Competencies
  13. 13. Important Steps in the Sales Process •  Create awareness •  Capture initial interest •  Enable self-registration of a prospects details •  Collect prospect bio information •  Collect prospect's company bio information •  Why will they make a buying decision ? •  Understand the prospect's financial status
  14. 14. Important Steps in the Sales Process •  Where is the PAIN ? •  What is the COMPELLING event ? •  What is the buyers WIN ? •  Who has which role - Decision Maker Approver, Blocker, Influencer, Recommender, Champion, Enemy •  What is our sales strategy ? •  Dealing with or neutralizing Competitor behavior •  When to utilize our company BIG guns ? •  When to spread the FUD (Fear Uncertainty Doubt) ?
  15. 15. Other Important Aspects of the Sales Process •  Where is the PAIN ? •  What is the COMPELLING event ? •  Decision Maker - has the Pain •  Approver - has to approve financials •  What is the buyers WIN ? •  Who has which role - Decision Maker Approver, Blocker, Influencer, Recommender, Champion, Enemy •  Recommender - has domain knowledge •  Champion - like Gold •  What is our sales strategy ? •  Blocker - doesn't want the project •  Dealing with or neutralizing Competitor behavior •  Enemy - doesn't want SV •  When to utilize our company BIG guns ? •  When to spread the FUD ? •  Influencer - can influence other players •  Unclassified - we don't know
  16. 16. So, how are you going to keep track of, document and easily share, all the myriad details of all your customers and every sales process ?
  17. 17. If you don't have one then get one implemented. If you do have one and it isn't being used then find out why and fix the issues. Every single company on the planet needs to be using CRM.
  18. 18. There's a good reason why the CRM industry is going gangbusters
  19. 19. "A durable, profitable CRM value proposition leads to greater ability to: • Serve customers more intelligently and more profitably • Eliminate organizational barriers • Enhance productivity • Increase sales Companies that reap the most rewards from CRM coordinate their efforts in a way that considers the needs,objectives and profit potential of each relationship and provides value accordingly." IBM's CRM done right: executive handbook for realizing the value of CRM
  20. 20. CRM is clearly an enabler. However, using a CRM doesn't automatically increase sales by n%. CRM is a platform to better service customers and manage the pipeline of opportunities. CRM helps management ensure the company is: •  responsive •  sensitive •  reliable •  proactive •  smart
  21. 21. Microsoft Outlook is NOT a CRM.
  22. 22. Complex to implement and to use.
  23. 23. Complex and expensive.
  24. 24. Good example of an easy-to-use and functional CRM. P.S. I use Capsule as an example only. There are many choices of CRM so do your homework and pick one that will be embraced by your team.
  25. 25. The right CRM facilitates a teamwork approach to sales.
  26. 26. CAPSULE facilitates a teamwork approach to sales. CAPSULE also facilitates a level of customization and integration with other Cloud Apps.
  27. 27. CAPSULE facilitates a teamwork approach to sales. CAPSULE also facilitates a level of customization and integration with other Cloud Apps. CAPSULE facilitates staff accountability because management has a transparent view of customer interactions and sales opportunities.
  28. 28. You have made a great start . You now know enough to appreciate the potential. Focus and effort is needed to integrate your preferred CRM into your company work practices.
  29. 29. Now ask your staff for their commitment to the objectives of improved service and increased sales. The CRM is one aspect, the other is awareness of the role we all play to get the ball through the posts.
  30. 30. It is just an awesome feeling when teamwork pays off.
  31. 31. After All That Effort, What's Next ?
  32. 32. You Have Earned the Right to Ask Your Customer for More Work au.linkedin.com/in/gregtwemlow

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