The document discusses strategies for companies to leverage partnerships and alternative sales models to grow sales with limited resources. It describes how traditional face-to-face selling has changed and become more focused on solving critical problems for clients. The document then outlines several leveragable sales models companies can use, including customer referrals, partner sales, direct internet marketing, and product-led sales. It emphasizes the importance of operational excellence, innovation, and unfair competitive advantages for companies' survival.

1. Our clients experience : Better Sales. Better Partners. Better Products Rocket Builders is a consulting group focused on helping companies identify and capitalize on market opportunities.

2. Sales on a Shoestring Using partners to grow your company ACG Jan 12 2005 Vancouver BC

3. Agenda Face to face selling has changed The cost of not having a process Sales models Traditional. Leveragable. Summary

4. F2F sales have changed Its called the “ leaky pipe” problem. It is easier to sell solutions to solve or patch critical “leaks” in a system. It has become more difficult to sell major overhauls to clients

5. The cost of not having a process. Revenue Staircase MARKET POSITIONING MARKET DEVELOPMENT SALES CAMPAIGNS SALES MANAGEMENT Time $

6. Traditional Sales Model Direct. Representative. Distributors And/or In-house Support. “ Put more men on the job!”

7. Leveragable Sales Models Customer as salesman. 100% partner sales. Direct Internet. Product as salesman. Co-Marketing Partnering on markets Contra

8. Leveragable Sales Models (cont) Remote selling tools Websales Target lighthouse accounts use the tradeshow Use your customers Use your small size

9. Dell Computer model. Customer tells you what they want to buy. Simple, configurable – a tough business. Success Drive to operational excellence . Customer as Salesman

10. 100% through Partners YKK model. Patent on locking zipper No manufacturing, license only Success Be the gorilla and get critical mass.

11. Direct (Internet) Marketing Internet spam is an example. E.g. Mini webcam. Lots of documentation on how to do. Success Easily recognized value. Handle with telesales.

12. Product as Salesmen Quicktax If you want to access this feature – upgrade. Success Pilot projects that give a daily indicator of the ROI.

13. Co-Marketing Find companies with complimentary products or services that need information /leads from the same target market. Eg. If two customers shared the same resource, you could do market research sales for both.

14. Partnering on Markets Develop alliances/partnerships where each company represents the other in business development efforts in the same market. You may share channels, business development and or complimentary products.

15. Contra The exchange of services or products that mutually benefit both companies. Once the domain of large distributors, it is not always a monetary exchange.

16. Use your Technical Specialist This obtains trust at the technical level and works as you move to the 2nd and 3rd level of the sale. Called the service manager sale in retail sales.

17. Websales You need to touch each customer nine times before they say yes Use products for demos, conference calls and product walkthoughs Placeware, Webex, Genesys, Netmeeting for demos Tagline for conference calls Hidden pages on your website for customer presentations

18. Target Lighthouse accounts Pure Geoffrey Moore Looking for validation and proof Clients who swing a big influence stick

19. Use the tradeshow Do more than just go. Plan to win. You do not always need a booth

20. Use your customers Have them help you find new customers Use them in good and bad times Go back to the table References, references

21. Use your small size You are nimble They are talking to the decision maker There is no need to wait Outrageous service starts with you

22. Closing Survival requires: Innovation. Maintenance of unfair competitive advantage. Operational excellence in your own house. Climbing the sales margin ladder with help from others.

23. Reg Nordman 604-812-7073 [email_address] 460- 1122 Mainland Ave. Vanc. www.rocketbuilders.com Better sales , better partners, better products.

24. References Mike Sattterfield. Driving the OEM Deal. R&R March 2002 Wyatt Mullin and Colin McWhinnie, Sales on a Shoestring , R&R May 2003 Geoffrey Moore. March 2003. Acetech 2003. Clayton Christenson – March 2003. HBS Working Knowledge paper

25. Top Ten Myths of Selling ( Rackham ) Myth #1: “Selling is selling – a good salesperson can sell anything” Is the customer talking? Myth #2: “To get more orders, make more calls” Quality? Myth #3: "Always call high" Do you know enough? Myth #4: "Use plenty of open questions -they're more powerful than closed questions Hah! Myth #5: "Close early and close often" Good deals close themselves

26. Top Ten Myths of Selling ( Rackham ) Myth #6: "You never get a second chance to make a first impression. Can you solve the problem? Myth #7: "Salespeople are born, not made" Who creates trust? Myth #8: "Welcome objections - they're a sure sign of buyer interest" Reduce, not encourage them Myth #9: "Never attack the competition“ Show generic lacks. Myth #10: "Give the most attention to your biggest accounts" They may be your most expensive .

27. How the leaky pipe model works Marketing drives a meeting wrto a critical pain point. e.g Computer Associates TV commercial Your evidence supports your solution. Earn your meeting at a top level. Use the referral path. Concentrate on the top five deals.