Three Things that you can do about Sales

522 views

Published on

Have you ever had customers or bosses that say things like the following?

  • Be the first to comment

  • Be the first to like this

Three Things that you can do about Sales

  1. 1. ( And three things that can be done about it.) The five most common obstacles to revenue growth
  2. 2. The five most common obstacles to revenue growth (and three things that you can do about it)
  3. 3. Why do this? <ul><li>Make local businesses more successful </li></ul><ul><li>Share our research (3yrs) </li></ul>
  4. 4. What’s in it for KPMG? <ul><li>If you can help your clients become more profitable you gain: </li></ul><ul><ul><li>More billings </li></ul></ul><ul><ul><li>Higher value billings </li></ul></ul><ul><ul><li>Increased Word of Mouth advertising </li></ul></ul><ul><ul><li>More referrals </li></ul></ul><ul><ul><li>Reduced churn </li></ul></ul><ul><ul><li>Reduced cost of sales </li></ul></ul>
  5. 5. Five things that hold back revenue <ul><li>Everybody lies </li></ul><ul><li>Ignoring how people buy </li></ul><ul><li>The commodity cellar </li></ul><ul><li>Poor and inconsistent marketing </li></ul><ul><li>Management as firefighters </li></ul>
  6. 7. Everybody Lies ( House , 2006 ) <ul><li>Most (hard?) data is based on assumptions </li></ul><ul><li>Decisions are not logical, but political </li></ul><ul><li>Believing that an activity will lead to an expected outcome yet ignoring the execution details. </li></ul>
  7. 9. Ignoring how people buy <ul><li>Holding rigidly to a selling process without knowing the buyer’s process </li></ul><ul><li>Bad customer relations or worse, ignoring customers </li></ul><ul><li>Not watching all the customer touch points for consistency </li></ul>
  8. 10. The commodity cellar <ul><li>“ Your price is too high” </li></ul><ul><li>Low margin sales = Commodity cellar </li></ul><ul><li>Allowing product/services value to be reduced to a commodity </li></ul><ul><li>Failure to build brand awareness with customer. </li></ul>
  9. 12. Poor and inconsistent marketing <ul><li>Firm centric vs. client centric </li></ul><ul><li>Failure to research. </li></ul><ul><li>Failure to Market. </li></ul>
  10. 14. Management as fire fighter <ul><li>An ad hoc company, not a planned company </li></ul><ul><li>Don't know that they don't know </li></ul><ul><li>Believing their own b.s. </li></ul><ul><li>Procrastination &/or Excuses. </li></ul><ul><li>Talking too much, not listening to client . </li></ul>
  11. 16. What can be done? <ul><li>Sell the way people buy </li></ul><ul><li>Talk about them not you </li></ul><ul><li>Market your value </li></ul>
  12. 17. How do people buy? <ul><li>Referral </li></ul><ul><li>Have a vertical focus - talk their talk. </li></ul><ul><li>Sales is a transfer of feelings. </li></ul>
  13. 18. Talk about them, not you <ul><li>Who is your ideal customer/lead? </li></ul><ul><li>Meet them where they are </li></ul><ul><ul><li>With what they need </li></ul></ul><ul><ul><li>When they need it </li></ul></ul><ul><ul><li>Using language they know </li></ul></ul><ul><li>Give before you get </li></ul>
  14. 19. Marketing the value <ul><li>Why buy from you and not the competition? </li></ul><ul><li>Build brand awareness with customer. </li></ul><ul><li>Invest in a relationship, </li></ul>
  15. 20. Opportunities for KPMG to add value <ul><li>Gain their trust by being even more precise in what you offer them </li></ul><ul><li>Offer to sit in on their annual planning meeting, gratis </li></ul><ul><li>Provide valuable insights </li></ul><ul><li>Become a hero </li></ul>
  16. 21. Why should you care? <ul><li>By helping your clients become more profitable you will gain: </li></ul><ul><ul><li>More engagements </li></ul></ul><ul><ul><li>Higher value engagements </li></ul></ul><ul><ul><li>Increased WOM </li></ul></ul><ul><ul><li>More referrals </li></ul></ul><ul><ul><li>Reduced churn </li></ul></ul><ul><ul><li>Reduced cost of sales </li></ul></ul><ul><ul><li>More profits for yourselves </li></ul></ul>
  17. 22. For More Information <ul><li>Please contact: </li></ul><ul><ul><li>Reg Nordman ( [email_address] ) </li></ul></ul><ul><ul><li>Rondi Shouse </li></ul></ul><ul><ul><li>( [email_address] ) </li></ul></ul><ul><ul><li>Geoffrey Hansen ( [email_address] ) </li></ul></ul>

×