Push versus Pull8thJuly 2010
» Start from a customer issue and builda solution = Consultative selling» Pull investment funding outside ofany existing b...
» Start from a customer issue and builda solution = Consultative selling» Pull investment funding outside ofany existing b...
» When customer:» does not know they have anissue» does not understand the rootcauses of the issue» does not understand ho...
» When customer:» does not know they have anissue» does not understand the rootcauses of the issue» does not understand ho...
» “Leveraging this technology youcan achieve this level ofperformance”» “Business case is showing highreturn on investment...
» “Leveraging this technology youcan achieve this level ofperformance”» “Business case is showing highreturn on investment...
Customer decision-making cycleRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapPushPullCustomerGO/NO GO10
PullRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapCustomerGO/NO GOResourcestime« Best performersare achei...
PushRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapCustomerGO/NO GOtimeResources« We have the bestSolution...
» Sizeable deals» Opportunity to be sole sourceor get a privileged position» Build relationship andcustomer intimacy for f...
Another Sales approachRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapDistribute Namecards14
Another Sales approachRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapWait for RFPDistribute Namecards15
Another Sales approachManage the bidRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapWait for RFPDistribute ...
Another Sales approachManage the bidRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapFind a good excuse:•Pri...
Another Sales approachManage the bidRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapFind a good excuse:•Pri...
Current situation in many companiesRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapPushPullCustomerGO/NO GO...
Current situation in many companiesCustomerawarenesslevelPro-activity++--Wait for RFPDrop the ball20
The way we sell andengage with customerscan be a strongdifferentiation factor !22
Target situationCustomerawarenesslevelPro-activity++--PullPush23
Implications:Level 1: provide competitive solutionsand adequate sales support expertiseLevel 2: enable your Sales force to...
Enable your Sales force to do consultativeselling around offeringsStep 1 : build customer awareness of performance gaps» P...
Enable your Sales force to do consultativeselling around offeringsStep 2 : help customer identify root causes and choose s...
Enable your Sales force to do consultativeselling around offeringsStep 3 : help customer build business case and get a GO ...
Push versus pull sales
Push versus pull sales
Push versus pull sales
Push versus pull sales
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Push versus pull sales

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Push versus pull sales

  1. 1. Push versus Pull8thJuly 2010
  2. 2. » Start from a customer issue and builda solution = Consultative selling» Pull investment funding outside ofany existing budget» Dialogue with CxOs about theirknown or unknown issues» Challenge CxOs point of view» Start with a business case and thenbuild a customized solutionBIG DEAL SALESACCOUNT SALESPull4
  3. 3. » Start from a customer issue and builda solution = Consultative selling» Pull investment funding outside ofany existing budget» Dialogue with CxOs about theirknown or unknown issues» Challenge CxOs point of view» Start with a business case and thenbuild a customized solutionBIG DEAL SALESACCOUNT SALESPull5» Start from a product and try to find acustomer need» Compete against other providers toget an existing budget» Demonstration of capabilities» Understand CxOs point of view» Start with a solution and demonstraterelevanceSOLUTION SALESPush
  4. 4. » When customer:» does not know they have anissue» does not understand the rootcauses of the issue» does not understand how toaddress these root causes» is not sure if project is worththe investmentPull6OR
  5. 5. » When customer:» does not know they have anissue» does not understand the rootcauses of the issue» does not understand how toaddress these root causes» is not sure if project is worththe investmentPull7» When customer:» understands the issue» understands the root causes ofthe issue» understand how to addressthese root causes» has allocated a budgetPushOR AND
  6. 6. » “Leveraging this technology youcan achieve this level ofperformance”» “Business case is showing highreturn on investment and quickpayback”» “We have the capabilities and thetrack-record to be your partner toimplement this technology”Pull8
  7. 7. » “Leveraging this technology youcan achieve this level ofperformance”» “Business case is showing highreturn on investment and quickpayback”» “We have the capabilities and thetrack-record to be your partner toimplement this technology”Pull9» “Our solution is the one that bestmatches your needs”» “We havethe capabilities and thetrack-record to be your partner toimplement /run this solution”Push
  8. 8. Customer decision-making cycleRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapPushPullCustomerGO/NO GO10
  9. 9. PullRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapCustomerGO/NO GOResourcestime« Best performersare acheiving thislevel of performancein this area »« You couldacheive this level ofperformance byaddressing theseimprovements »« Thistechnologywould enabletheseimprovements »« We have anattractivebusiness plan »« We are acredible partner todeliver thisbusiness plan »11
  10. 10. PushRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapCustomerGO/NO GOtimeResources« We have the bestSolution to fullfillyour requirements »« We are the bestpossible partner todeliver / run thissolution »12
  11. 11. » Sizeable deals» Opportunity to be sole sourceor get a privileged position» Build relationship andcustomer intimacy for futuregrowth» Longer Sales cycle» Higher Sales costs» Cost of complexity to managehighly customized solutionsPull13-+» Ability to make money withrepeat business» Shorter Sales cycle» Lower Sales costs» Highly competitivePush-+
  12. 12. Another Sales approachRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapDistribute Namecards14
  13. 13. Another Sales approachRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapWait for RFPDistribute Namecards15
  14. 14. Another Sales approachManage the bidRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapWait for RFPDistribute Namecards16
  15. 15. Another Sales approachManage the bidRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapFind a good excuse:•Price•Political decision•TeamLoss reviewWait for RFPDistribute Namecards17
  16. 16. Another Sales approachManage the bidRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapFind a good excuse:•Price•Political decision•TeamLoss reviewWait for RFPDistribute NamecardsReal reason =lack of pro-activity18
  17. 17. Current situation in many companiesRFPSourcingstrategyBusinesscaseSolutionRootcausesPerformancegapPushPullCustomerGO/NO GOWait for RFP<10%<30%>60%19
  18. 18. Current situation in many companiesCustomerawarenesslevelPro-activity++--Wait for RFPDrop the ball20
  19. 19. The way we sell andengage with customerscan be a strongdifferentiation factor !22
  20. 20. Target situationCustomerawarenesslevelPro-activity++--PullPush23
  21. 21. Implications:Level 1: provide competitive solutionsand adequate sales support expertiseLevel 2: enable your Sales force to doconsultative selling around offerings24
  22. 22. Enable your Sales force to do consultativeselling around offeringsStep 1 : build customer awareness of performance gaps» Performance benchmarks» Map of best practices» Maturity models» Performance assessment tool25
  23. 23. Enable your Sales force to do consultativeselling around offeringsStep 2 : help customer identify root causes and choose solution» Root causes identification tool» Map of solutions» Benchmarking of available solutions» Example business cases of customers that have implementedyour solution» Customer testimonials26
  24. 24. Enable your Sales force to do consultativeselling around offeringsStep 3 : help customer build business case and get a GO decision» Transformation roadmap tool» Business case tool» Commitment with risk-reward scheme27

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