Big Ideas Track - ICON14

1. ProActive Selling
Skip Miller
M3 Learning
Now that you have all those
leads...Turn Leads into Sales

2. Take a Test
of Leads that turn into a presentation
of Leads that turn into a proposal
of Leads that Decision
So what are we doing
to make our prospects mad?
74%
34%
11%

3. Leads to Revenue Factors
1. Quality of Marketing Lead Gen
2. Quality of Understanding “my” needs
3. Listening Skills
4. Value to Price
5. Fit
CSO Insights

4. Leads to Revenue Factors
1. Quality of Marketing Lead Gen
2. Quality of Understanding “my” needs
3. Listening Skills
4. Value to Price
5. Fit
CSO Insights
So what are we doing on
these three?
?

5. • It’s all about Revenue and Decisions
– Customers
– New Business
– Land and Expand
– Return business
– Referrals
– Prospecting
• Leads do not equal revenue
Let’s Get Down to Business

6. Energy turns Leads into Decisions
 Determine Change Energy
 Honor the Split – 2 Solution Boxes
 The 5 P’s
 ValueStar
 Get I-Dates
Let’s Get Down to Business

7. Close
Justify
Validate
Educate/Discovery
Initiate
Decide
Rationalize
Transfer of Ownership
Education
Initial Interest
Stage 3
Stage 2
Stage 4
Stage 5
Stage 1
Stag0
Buy/Sales Process

8. Close
Justify
Validate
Educate/Discovery
Initiate
Decide
Rationalize
Transfer of Ownership
Education
Initial Interest
Stage 3
Stage 2
Stage 4
Stage 5
Stage 1
Stage 0
Lead Gen
Buy/Sales Process: Stage 0

9. • Someone showing an interest?
• Curiosity?
• Tire Kicking?
• Returns your call?
• Grants you a meeting?
What is a lead?
The Goal - to find the energy source

10. Two Motivators:
Buyers Motivation
Pain
Away
Pleasure
Towards
The Energy to Change

11. Interest
with a
sense of
urgency
What is a qualified lead?

12. • Urgency means “of pressing importance.”
• When business people have a true sense of urgency, they
think action on critical issues is needed now, not eventually,
not when it fits easily into a schedule. "Now" means
making real progress every single day.
• These are challenges that are central to success or survival,
winning or losing.
• With a true sense of urgency, people want to come to work
each day ready to cooperate energetically and responsively
with intelligent initiatives from others. And they do.
• People want to find ways to launch smart initiatives. They
want answers.
Sense of Urgency
Have them answer themselves.

13. Honor the Split
Rational
Case
Technical
Case
Validate
Education
Initiate
Justify
Decide
Validate
Education
Cause/Effect
What you do here
matters.
CSP

14. Solution Box = Value and Urgency
ATL
BTL
Initiate
Justify
Decide
A
B

15. The 5 P’s
 Product Features
 Perceived Quality of Fit
 Professional Support – Ease of Use
 Price to Budget
 Personal
Box A – BTL Needs

16. ValueStarTool
ROI
Time
Risk
Leverage
Brand
Box B – ATL
Cause for Change
VALUE

17. Initiate
Justify
Decide
Validate
Education
Cause/Effect
Split
Ann
Jimmy
Education
Separation
List of Needs
 1
 2
 3
Skip
3
32
500
$2,500
$2,500
Weekends
The Printer Story

18.  What is the cause for the change?
 What is the urgency to get an answer?
 What is the impact, payback, or return that is expected,
both ATL and BTL?
 What are the consequences of no action; of doing nothing?
 What are the available resources or options to achieve the
results?
 What are the perceived risks of making this trip?
Lead Qualification Questions

19. I-Date
When they Transfer ownership
When are they going to
REALLY Commit?

20. • Request a Decision
• Request a Decision at every step
The Decide

21. • Determine Change Energy
• Honor the Split: 2 Solution Boxes
• The 5 P’s
• ValueStar
• Get I-Dates
Review
Energy turns Leads into Decisions

22. Take The Quiz
 Visit Our Homepage:
www.M3Learning.com
 Scroll to quiz:
“How ProActive are
you? Find out!”

23. Thank You
Q & A

24. Action
Steps
M3 E-Mail Newsletter
www.m3learning.com
Skip Miller
skip@m3learning.com
Skipmillersalesacademy.com
Infusionsoft your Selling Effort
Turn Leads into Sales
ProActive Selling