International Guest Speaker and Author of World Class Selling Dr Brian Lambert
The Fortune 500 Experience: When Service Organisations Grow Sales
Driving sales to grow revenue is an important strategic focus for every bank. To do it effectively, of course one needs excellent customer service. But a service culture in itself isn’t enough to drive sales. And bridging the gap is a real challenge for banking leaders and support professionals. Professionals need to be able to visualise and drive the journey from a service culture to a sales culture, and avoid many of the pitfalls and frustrations that go along with it.
Dr Brian Lambert, internationally acclaimed ‘Sales Enablement’ author and consultant, shares his invaluable insight into the most significant challenges faced by Fortune 500 companies, and the approaches that have proven most effective in overcoming them.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
This presentation is based on the book Sales Growth: Five Proven Strategies from the World's Sales Leaders. Sales Growth focuses on how to drive top line growth. Through interviews with 120 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth. Sales Growth distills the interviews into a set of practical, real-world insights across five major strategies: Find Growth Before Your Competitors Do; Sell the Way Your Customers Want; Soup up Your Sales Engine; Focus on Your People.
OpsStars Boston Session | Women in Revenue Speak Out: What Companies Need to ...LeanData
Latané Conant – CMO, 6Sense
Sales and marketing are great career choices for women. So why aren’t there more female leaders? Join this session to explore new research in the inaugural report from Women in Revenue.
The new research includes insights on:
- Career roadblocks for women in revenue roles
- What women leaders value most
- Advice for career advancement
- What companies can do to attract more women leaders
- What men can do as allies and sponsors
International Guest Speaker and Author of World Class Selling Dr Brian Lambert
The Fortune 500 Experience: When Service Organisations Grow Sales
Driving sales to grow revenue is an important strategic focus for every bank. To do it effectively, of course one needs excellent customer service. But a service culture in itself isn’t enough to drive sales. And bridging the gap is a real challenge for banking leaders and support professionals. Professionals need to be able to visualise and drive the journey from a service culture to a sales culture, and avoid many of the pitfalls and frustrations that go along with it.
Dr Brian Lambert, internationally acclaimed ‘Sales Enablement’ author and consultant, shares his invaluable insight into the most significant challenges faced by Fortune 500 companies, and the approaches that have proven most effective in overcoming them.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
This presentation is based on the book Sales Growth: Five Proven Strategies from the World's Sales Leaders. Sales Growth focuses on how to drive top line growth. Through interviews with 120 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth. Sales Growth distills the interviews into a set of practical, real-world insights across five major strategies: Find Growth Before Your Competitors Do; Sell the Way Your Customers Want; Soup up Your Sales Engine; Focus on Your People.
OpsStars Boston Session | Women in Revenue Speak Out: What Companies Need to ...LeanData
Latané Conant – CMO, 6Sense
Sales and marketing are great career choices for women. So why aren’t there more female leaders? Join this session to explore new research in the inaugural report from Women in Revenue.
The new research includes insights on:
- Career roadblocks for women in revenue roles
- What women leaders value most
- Advice for career advancement
- What companies can do to attract more women leaders
- What men can do as allies and sponsors
Customer Experience Strategy: Invisible Innovations That Matter MostClearAction
For an updated version of this presentation: https://www.slideshare.net/clearaction/customer-experience-strategy-invisible-innovations-that-matter-most
Innovate customer experience where customers want it most: your behind-the-scenes processes, policies, etc. (i.e. getting your act together from the customer's perspective) These things may be invisible to customers, but they're the most powerful toward aligning with customers, enabling (not enticing!) them to love you.
See https://ClearAction.com
In the past, selling offered high rewards to those with the energy to sell hard and the tactics to close deals. In the new era, it will offer even greater bounty to those who can sell smart and understand and implement strategies for creating customer value.
Disruption of established business models lurks around every corner and delivering a quality customer experience—one that helps insulate a business from competitive threats and total disruption―is bottom-line critical. But how do you achieve this? Design researchers bring valuable insights about people’s experience but we also make organizations more human by developing capabilities that enable businesses to thrive. These capabilities―embracing a holistic mindset, creating shared understanding, and engaging in design-oriented problem solving―are about seeing the whole, aligning the diverse perspectives, and visualizing the future and are crucial to building human-centered organizations for today’s networked world. I describe how design research and facilitation techniques bring benefits to business beyond customer understanding, including alignment on complex, multifunctional teams, project scope clarity, and strategies for risk mitigation in a world exploding with change.
Dr Max Blumberg: Harnessing the power of human capital for the digital ageThe_IPA
The IPA hosted its Talent Adaptathon at Altitude in London on 7th October 2014 in association with Daniel Marks London. Dr Max Blumberg (CEO Blumberg Partnership, Goldsmiths Research Fellow & CIPD Consultant) talked about harnessing the power of human capital for the digital age. Get involved by visiting the ADAPT Hub www.ipa.co.uk/adapt/talent and on Twitter #ipadapt.
Presented by Richard Brooks at the ALC conference in Las Vegas NV. Explores the realtionship/importance of strategic sales management, marketing and key account management. Moves on to present models around the life-time value of clients to an organisation and how this changes as firms develop.
One of the hottest strategic business discussions these days is increasing the engagement, defined behaviors, performance and measurable R.O.I. amongst your success constituents (Employees/HR, Sales Channels, Sales Performance and Customer Loyalty).
This session, presented by Engage2Elevate and our technology business partner (Power2Motivate) will expose you to the top key best practices in this field and provide you some strategies for your reflection against your past/current practices.
We exist to help transform how leading corporations measure, recognize and reward human performance while connecting brands with people.
Qstream and Sales & Marketing Management Webinar: Next-Generation KPIs for th...QstreamInc
Given the evolution of B2B buying cycles, sales managers must continually acquire and adopt new skills to effectively lead, compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on performance metrics such as quarterly bookings or quota achievement.
Of course, these are important—but they are also lagging indicators. If you have no deals closing today, the reality is that your team has been under-performing for months. So how can sales managers identify and measure the most critical leading indicators: the skills and behaviors required today to build sales success for tomorrow, and the long-term?
Qstream defines a new generation of sales performance indicators giving rise to the data-driven sales manager. We also share strategies that will enable forward-thinking managers to:
- Assess and strengthen the sales capabilities that matter most
- Validate and develop a profile of their top performers
- Use data to determine leadership priorities
- Leverage real-time analytics for more effective coaching and development
Strategic Transactions works with our collaborative partners to help our clients in food & beverage, technology and medical & cosmetic, sell their businesses for maximum value.
A world class procurement function is one that has a measureable impact on the organisation’s profit and loss and adds real commercial value. Find out how effective use of innovation and smarter working can help you get there.
Presented by: Gerard Chick, FCIPS (Optimum Procurement) at PfH Live 2014
Customer Experience Strategy: Invisible Innovations That Matter MostClearAction
For an updated version of this presentation: https://www.slideshare.net/clearaction/customer-experience-strategy-invisible-innovations-that-matter-most
Innovate customer experience where customers want it most: your behind-the-scenes processes, policies, etc. (i.e. getting your act together from the customer's perspective) These things may be invisible to customers, but they're the most powerful toward aligning with customers, enabling (not enticing!) them to love you.
See https://ClearAction.com
In the past, selling offered high rewards to those with the energy to sell hard and the tactics to close deals. In the new era, it will offer even greater bounty to those who can sell smart and understand and implement strategies for creating customer value.
Disruption of established business models lurks around every corner and delivering a quality customer experience—one that helps insulate a business from competitive threats and total disruption―is bottom-line critical. But how do you achieve this? Design researchers bring valuable insights about people’s experience but we also make organizations more human by developing capabilities that enable businesses to thrive. These capabilities―embracing a holistic mindset, creating shared understanding, and engaging in design-oriented problem solving―are about seeing the whole, aligning the diverse perspectives, and visualizing the future and are crucial to building human-centered organizations for today’s networked world. I describe how design research and facilitation techniques bring benefits to business beyond customer understanding, including alignment on complex, multifunctional teams, project scope clarity, and strategies for risk mitigation in a world exploding with change.
Dr Max Blumberg: Harnessing the power of human capital for the digital ageThe_IPA
The IPA hosted its Talent Adaptathon at Altitude in London on 7th October 2014 in association with Daniel Marks London. Dr Max Blumberg (CEO Blumberg Partnership, Goldsmiths Research Fellow & CIPD Consultant) talked about harnessing the power of human capital for the digital age. Get involved by visiting the ADAPT Hub www.ipa.co.uk/adapt/talent and on Twitter #ipadapt.
Presented by Richard Brooks at the ALC conference in Las Vegas NV. Explores the realtionship/importance of strategic sales management, marketing and key account management. Moves on to present models around the life-time value of clients to an organisation and how this changes as firms develop.
One of the hottest strategic business discussions these days is increasing the engagement, defined behaviors, performance and measurable R.O.I. amongst your success constituents (Employees/HR, Sales Channels, Sales Performance and Customer Loyalty).
This session, presented by Engage2Elevate and our technology business partner (Power2Motivate) will expose you to the top key best practices in this field and provide you some strategies for your reflection against your past/current practices.
We exist to help transform how leading corporations measure, recognize and reward human performance while connecting brands with people.
Qstream and Sales & Marketing Management Webinar: Next-Generation KPIs for th...QstreamInc
Given the evolution of B2B buying cycles, sales managers must continually acquire and adopt new skills to effectively lead, compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on performance metrics such as quarterly bookings or quota achievement.
Of course, these are important—but they are also lagging indicators. If you have no deals closing today, the reality is that your team has been under-performing for months. So how can sales managers identify and measure the most critical leading indicators: the skills and behaviors required today to build sales success for tomorrow, and the long-term?
Qstream defines a new generation of sales performance indicators giving rise to the data-driven sales manager. We also share strategies that will enable forward-thinking managers to:
- Assess and strengthen the sales capabilities that matter most
- Validate and develop a profile of their top performers
- Use data to determine leadership priorities
- Leverage real-time analytics for more effective coaching and development
Strategic Transactions works with our collaborative partners to help our clients in food & beverage, technology and medical & cosmetic, sell their businesses for maximum value.
A world class procurement function is one that has a measureable impact on the organisation’s profit and loss and adds real commercial value. Find out how effective use of innovation and smarter working can help you get there.
Presented by: Gerard Chick, FCIPS (Optimum Procurement) at PfH Live 2014
Every three years we conduct global research
into “What it Takes to Win Business” based on
the perspectives of 178 global Buyers and Sales
Professionals from a range of industry sectors.
We use the findings to help our clients understand
how their customers make their buying decisions,
become more customer-centric and improve their
win/loss ratio.
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
presented by Rob Bentley and Paul Reiman of Hewitt Associates at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
Being a High Performing Sales Organization Requires a Hard Reset on Conventio...Dennis Stoutjesdijk
Regardless of what has worked in the past, the unintended consequences of both technology advancement and buyer behavior is wreaking havoc on sales organizations. Whether you have a small sales force or a highly complex go to market strategy, there is no avoiding the reality that how we sell has forever changed. Tiffani will challenge conventional thinking, pushing sales to a more customer driven mindset and away from an internal productivity and performance based management style and outline what she thinks the modern sales force will look like in the future.
Summary - Lead Generation For The Complex Sale - Brian J. CarrolJohn Kivit
Summary of "Lead Generation For The Complex Sale" by Brian J. Carrol produced by John Kivit (www.multiscope.nl). Useful for your B2B marketing & sales knowledge!
Databook White Paper - Precision Selling (Nov 2018)Anand Shah
This white paper distils two years of learning on how Professional Sales executives are using Technology to prioritize prospects, prepare for line of business meetings and present compelling solutions with value outcomes.
Cross-Selling & Up-Selling with Miller Heimansarahlmilligan
These slides were originally presented by Rich Blakeman, sales vice president for Miller Heiman, in a presentation, Cross-Selling & Up-Selling:Uncovering Hidden Opportunities, to the San Francisco Chamber of Commerce, Tuesday, July 14, 2009.
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
If you sell to the corporate marketing, having a strong value proposition is critical.
It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo -- something they're loathe to do.
In this presentation, you'll discover how to craft powerful, customer-enticing value propositions that change everything.
Similar to Sales; Value Quantification; and the Power of Procurement (20)
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
22. Diagnosing the Power of Procurement “ Our internal stakeholders hate us – they view us as inefficient administrators.” Maturity / sophistication Intra-company Value
23. Diagnosing the Power of Procurement “ We use lawyers trained in procurement to manage all global legal spend” Maturity / sophistication Intra-company Value
24. Diagnosing the Power of Procurement “ We have the tools but still feel like the Procurement Police” Maturity / sophistication Intra-company Value
25. Diagnosing the Power of Procurement “ We’re measured on unit price reduction and deliver year on year ‘price’ savings” Maturity / sophistication Intra-company Value
26. Diagnosing the Power of Procurement “ Our internal stakeholders hate us – they view us as inefficient administrators.” “ We use lawyers trained in procurement to manage all global legal spend” “ We have the tools but still feel like the Procurement Police” “ We’re measured on unit price reduction and deliver year on year ‘price’ savings” Maturity / sophistication Intra-company Value
27. Diagnosing the Power of Procurement Maturity / sophistication Intra-company Value Disempowered Powerful Tactical / Administrative Immature and dangerous
28. Diagnosing the Power of Procurement Maturity / sophistication Intra-company Value Disempowered Help them make an impact internally Powerful Value led / productivity discussions Tactical / Administrative Marginalise? Assess risk Immature and dangerous Play the game
Finding resources can be difficult but volatile markets offer great opportunities to achieve exponential changes in market share. As this quote from JFK says, be aware of dangers but recognize opportunities. When we work with companies we recognise that you understand your business in great detail…but that sometimes means that you get too close to the detail and don’t spot wider opportunities or find you are able to take a different view. This is how having a different perspective or trying different approach can help. So let’s look at my first recommendation.
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The old models of selling are dead. Methodologies developed in the 1970s and 1980s are no longer effective in today’s environment. Let’s look at what has fundamentally happened Purchasing has become a very sophisticated operation: buyers are far more commercially focused and astute. Processes such as strategic sourcing and category management have transformed the purchasing function from a back office role into a core driver of bottom line profitability. The world of selling has changed significantly within a very short timescale.
Key Points Sellers that merely communicate information are redundant Buyers evaluate their options long before sellers know they are being considered The internet has revolutionised how companies identify potential suppliers. Today, buyers evaluate their options long before the seller even knows they are being considered. The purchasing department and executive decision-makers are better informed, better prepared and more demanding than ever before. Sales representatives are engaged later than ever in the buying process and their first point of contact with the customer is often the competitive bidding and request for proposal (RFP) stage. Compounding the seller’s fate, access to executive decision makers is often blocked at this point of the process. This lack of engagement and insight into the customer organisation has a massive impact.
Information technology research firm IDC suggests that 90% of all buying decisions now require a formal Return on Investment (ROI) business case. Without an ROI approach, soon you will have no business . Customers are becoming more sophisticated so a sophisticated sales person is needed to manage the change.
Traditional question-based sales techniques are no longer sufficient for success. Sales people that merely uncover customer problems and then communicate features and benefits are effectively redundant. Most organisations have invested in traditional sales training but, with the rise in the power and influence of purchasing and the economic buyer, traditional question-based sales techniques are no longer sufficient in driving sales performance. The leading organisations are transforming their sales teams to understand the new world of purchasing, to sit in buyers’ shoes and truly understand what value means to the customer. ========================================================== Almost everybody in selling has been taught about the difference between open and closed questions – these classic questions may work in small sales but not in major sales. Giving benefits – show how the features of your product or service have no link to success in large sales. Objection handling – you’ll all know about some standard objection handling techniques – such as clarifying or rewording the objection – but contribute very little to sales effectiveness in large sales – successful sellers focus on objection prevention. Closing techniques – closing techniques will lose you business in major sales. The traditional selling models work best in small sales – small = sales that can be completed in a single call. But this doesn’t work when selling one of these. High-level major sales – I’m going to briefly run through what makes a difference:
The sales challenges uncovered Over a three-month period in 2011, we asked 212 sales leaders from the Global 2000 about the biggest sales challenges they face. Research participants spanned 22 industry sectors: from Oil Super-Majors; to global Pharma and Magic Circle law firms. This research was then followed up to build in-depth case studies from three of the most successful companies, to identify and share what these successful companies are doing differently to address those challenges.
The biggest capability gaps Judging by the challenges identified in our global survey, a large proportion of Global 2000 companies are not engaged early enough in the decision making process. They are struggling to transform their sales reps from information providers to value creators. There is a clear lack of understanding of what value means through the customer’s eyes. Sellers do not attempt to engage with, and influence, procurement. From our interviews, it is clear that most sellers generally avoid procurement at all costs. There is also a real level of discomfort in creating meaningful sales conversations with economic decision-makers. While sales professionals do their best to get involved earlier in the sale; hold ROI discussions and use value quantification tools, addressing the capability gaps and implementing the right tools cannot take place at an individual level. [F1] . Sales coaching needs to be addressed at a management level and bid/no bid processes need to be refined. Looking at the upper right quadrant, what is startling is that most companies claim to have already achieved trusted advisor status; they speak the language of the C-suite and are experts in cross-selling. If this is true, then organisations must leverage these existing skills and capabilities. The data points – marked with – indicate the three worst performing areas: Developing a ‘value calculator’ tool to document actual value created; Building a financial case (ROI) for the decision-maker; Using a ‘lifetime cost of ownership’ sales strategy. Ironically, these are the three key areas that require the most attention to build a persuasive case for the new economic decision-maker. To be future fit, sales leaders must address these gaps. Failing at this stage will lose the entire deal. In the words of Paula Gildert, Procurement Director at Pharma giant Novartis: “If you can’t quantify your value – don’t be surprised at the failure of the buyer to recognise it.” [F1] This sentence is a bit difficult to understand. I think ‘they’ needs to be explained
Share Mexico story
It is clear that many sellers today simply do not possess the skills and commercial acumen to manage the necessary financial conversations. No longer able to rely solely on relationships, sellers must influence a new-breed of economic decision-maker. Organisational change is tough. A Fortune 500 medical company that supplies Pacemakers and Implantable Cardiac Devices knows they must influence the procurement teams and heads of finance, yet 98% of the marketing budget is still spent targeting traditional physician customers. It is a whole new world for sellers and many organisations are struggling to adapt.
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“ Recession has positive effect on procurement’s profile” Every£1 saved is £1 to the bottom line – what’s wrong with concentrating on price? If you have an unsophisticated team of Rottweiler, all about price. Some Procurement make career on cost savings. When procurement is more informed – more sophisticated more interested in value proposition Its survey of 220 CPOs and global procurement executives found that 63 per cent felt the recession had had a positive effect on the role of procurement. Ninety-one per cent of respondents put cutting costs in their top three priorities for 2009; a higher figure than at any time since the survey started a decade ago. top three priorities over the next two years, however, there was less of an emphasis on reducing costs, with 45 per cent seeing enhancing the skills of those working in procurement as a priority. But 35 per cent thought improving operating efficiency would be a key focus while 32 per cent pointed to increasing the amount of spend under management. If you have an unsophisticated team of Rottweiler, all about price. When procurement is more informed – more sophisticated more interested in value proposition
“ Recession has positive effect on procurement’s profile” Every£1 saved is £1 to the bottom line – what’s wrong with concentrating on price? If you have an unsophisticated team of Rottweiler, all about price. Some Procurement make career on cost savings. When procurement is more informed – more sophisticated more interested in value proposition Its survey of 220 CPOs and global procurement executives found that 63 per cent felt the recession had had a positive effect on the role of procurement. Ninety-one per cent of respondents put cutting costs in their top three priorities for 2009; a higher figure than at any time since the survey started a decade ago. top three priorities over the next two years, however, there was less of an emphasis on reducing costs, with 45 per cent seeing enhancing the skills of those working in procurement as a priority. But 35 per cent thought improving operating efficiency would be a key focus while 32 per cent pointed to increasing the amount of spend under management. If you have an unsophisticated team of Rottweiler, all about price. When procurement is more informed – more sophisticated more interested in value proposition
“ Recession has positive effect on procurement’s profile” Every£1 saved is £1 to the bottom line – what’s wrong with concentrating on price? If you have an unsophisticated team of Rottweiler, all about price. Some Procurement make career on cost savings. When procurement is more informed – more sophisticated more interested in value proposition Its survey of 220 CPOs and global procurement executives found that 63 per cent felt the recession had had a positive effect on the role of procurement. Ninety-one per cent of respondents put cutting costs in their top three priorities for 2009; a higher figure than at any time since the survey started a decade ago. top three priorities over the next two years, however, there was less of an emphasis on reducing costs, with 45 per cent seeing enhancing the skills of those working in procurement as a priority. But 35 per cent thought improving operating efficiency would be a key focus while 32 per cent pointed to increasing the amount of spend under management. If you have an unsophisticated team of Rottweiler, all about price. When procurement is more informed – more sophisticated more interested in value proposition
“ Recession has positive effect on procurement’s profile” Every£1 saved is £1 to the bottom line – what’s wrong with concentrating on price? If you have an unsophisticated team of Rottweiler, all about price. Some Procurement make career on cost savings. When procurement is more informed – more sophisticated more interested in value proposition Its survey of 220 CPOs and global procurement executives found that 63 per cent felt the recession had had a positive effect on the role of procurement. Ninety-one per cent of respondents put cutting costs in their top three priorities for 2009; a higher figure than at any time since the survey started a decade ago. top three priorities over the next two years, however, there was less of an emphasis on reducing costs, with 45 per cent seeing enhancing the skills of those working in procurement as a priority. But 35 per cent thought improving operating efficiency would be a key focus while 32 per cent pointed to increasing the amount of spend under management. If you have an unsophisticated team of Rottweiler, all about price. When procurement is more informed – more sophisticated more interested in value proposition
“ Recession has positive effect on procurement’s profile” Every£1 saved is £1 to the bottom line – what’s wrong with concentrating on price? If you have an unsophisticated team of Rottweiler, all about price. Some Procurement make career on cost savings. When procurement is more informed – more sophisticated more interested in value proposition Its survey of 220 CPOs and global procurement executives found that 63 per cent felt the recession had had a positive effect on the role of procurement. Ninety-one per cent of respondents put cutting costs in their top three priorities for 2009; a higher figure than at any time since the survey started a decade ago. top three priorities over the next two years, however, there was less of an emphasis on reducing costs, with 45 per cent seeing enhancing the skills of those working in procurement as a priority. But 35 per cent thought improving operating efficiency would be a key focus while 32 per cent pointed to increasing the amount of spend under management. If you have an unsophisticated team of Rottweiler, all about price. When procurement is more informed – more sophisticated more interested in value proposition
“ Recession has positive effect on procurement’s profile” Every£1 saved is £1 to the bottom line – what’s wrong with concentrating on price? If you have an unsophisticated team of Rottweiler, all about price. Some Procurement make career on cost savings. When procurement is more informed – more sophisticated more interested in value proposition Its survey of 220 CPOs and global procurement executives found that 63 per cent felt the recession had had a positive effect on the role of procurement. Ninety-one per cent of respondents put cutting costs in their top three priorities for 2009; a higher figure than at any time since the survey started a decade ago. top three priorities over the next two years, however, there was less of an emphasis on reducing costs, with 45 per cent seeing enhancing the skills of those working in procurement as a priority. But 35 per cent thought improving operating efficiency would be a key focus while 32 per cent pointed to increasing the amount of spend under management. If you have an unsophisticated team of Rottweiler, all about price. When procurement is more informed – more sophisticated more interested in value proposition
“ Recession has positive effect on procurement’s profile” Every£1 saved is £1 to the bottom line – what’s wrong with concentrating on price? If you have an unsophisticated team of Rottweiler, all about price. Some Procurement make career on cost savings. When procurement is more informed – more sophisticated more interested in value proposition Its survey of 220 CPOs and global procurement executives found that 63 per cent felt the recession had had a positive effect on the role of procurement. Ninety-one per cent of respondents put cutting costs in their top three priorities for 2009; a higher figure than at any time since the survey started a decade ago. top three priorities over the next two years, however, there was less of an emphasis on reducing costs, with 45 per cent seeing enhancing the skills of those working in procurement as a priority. But 35 per cent thought improving operating efficiency would be a key focus while 32 per cent pointed to increasing the amount of spend under management. If you have an unsophisticated team of Rottweiler, all about price. When procurement is more informed – more sophisticated more interested in value proposition