Sales cycles are longer, numbers of reps achieving quotas is lower, territories are larger, competitive advantages are shorter lived, expense budgets have been slashed, reps are working remotely from virtual offices...... How can I accelerate sales in this climate? We’re going to talk about accelerating sales in this challenging climate. We’re going to focus on giving you some perspective from real experiences and leave you with some ideas you can use immediately.
OK – some of you remember that velocity is speed with direction - answer B.\\
Every sales professional knows that success in sales comes from increased revenues, the direction being up.
But as with velocity there is a time factor.
That’s why today we’re focused increasing sales
and increasing speed
increase the Velocity of Sales
Virtual presentation tools have become mainstream enough that hardly anyone questions the fact that using them can decrease expense.
Cutting down on cost of planes, trains and automobiles.
The improved efficiency from sales associates being able to trade travel time for sales time is not a far leap from there.
Time from the first contact to the close [CLICK TO ANIMATE]
can be shortened. Ramp up time for new associates can be reduced as well.
Virtual is no longer the exclusive domain of telesales reps selling low-cost per transaction sales.
Last year I participated in a virtual presentation
that landed a $1 million multi-year contract with a healthcare organization.
More recently a discussion of a program impacting $13 million in increased revenue was conducted virtually.
The customer had a manager in Atlanta and their president on the west coast. The presentation team was in multiple locations in the Midwest.
The customer asked us to write a contract up at the end of the meeting.
why aren’t sales people using them?
Story – Meet Rich
He spends hours in the car
To meet with clients and prospects
He gets stuck in traffic
People cancel appointments when he’s well on his way there.
He’s really having trouble juggling all that he has to.
If a customer calls
He adjusts his schedule
And drives through all conditions
Because Face to face is the only way
Rich has been in many web-based meetings.
His company has town hall meetings
His boss has monthly region meetings
And products are launched using Go To Meeting
When asked why he doesn’t conduct some of his sales meetings via the web
He has lots of excuses
My customers aren’t computer savvy
The technology is unreliable
I want to show my customers I’m committed
He’s a good rep
But he’s got to get more productive
James is Rich’s region manager
He’s been trying to set the example of using technology to improve efficiency.
James manages 12 sales reps over a 5 – state area.
He reduces travel and cost by having monthly meetings via Go to Meeting.
But, he’s leading the horses to water and their not drinking.
Then James had an idea!
Turn the region’s monthly meeting upside down!
Instead of james preparing 12 meetings for 12 people,
he comes up with an idea to assign each rep one of the meetings [CLICK TO ANIMATE] By the luck of the draw, wink, wink, Rich was first up. Now he had to activate his account!
If he was going to present before his peers he was going to set a high benchmark.
He wrote a very strong agenda – [CLICK]inviting a guest from marketing to talk about a new product, [CLICK]prepared a case study in a sale he’d made, and [CLICK]planned for best practice sharing with his peers.
And they wouldn’t be practicing with customers!
James encouraged Rich to set up a practice session.
and he walked Rich through the prep of uploading presentations.
James showed Rich how easy it was to schedule the meeting and send invitations. They practiced handing the controls back and forth.
On the big day of Rich logged in early.
James was traveling with Sarah, another rep in their region.
Rich’s guest was on the east coast.
The other 10 reps were all in their local offices.
Imagine how hard it would have been to assemble all these folks for a face to face meeting! The cost! The selling time wasted as travel time!
The cost! The selling time wasted as travel time!
The selling time wasted as travel time!
The meeting went well. Rich was now aware of what he could do with Go to Meeting, skilled in controlling it and ….. he hadn’t learned it by practicing on customers!
James had cleverly transformed the routine sales meeting into a more exciting event and a dual purpose event at that. It became inspiration for training and practice of skills that will be very powerful when applied to the sales process!
Once the customer says “You’ve won the deal”
Sharing documents online, real time can cut that cycle significantly. Instead of waiting for multiple parties to review in sequence (I’ve had that take six months before) everyone can weigh in on their part simultaneously, collaboratively.
Accelerating Sales with Web Conferencing
Accelerating Sales<br />in a Challenging Climate<br />