Bridging the death valley: from solutions to revenues

1. Bridging the death valley : from solutions to revenue
Philippe Szombat phiview
HOW TO MAXIMIZE SALES

2. SALES IS THE WATER
OF
YOUR COMPANY
Philippe Szombat phiview

3. YOURSALES
Philippe Szombat phiview
MAXIMIZING YOUR SALES
YOURSALES
YOURSALES
YOURSALES
YOURSALES

4. Philippe Szombat phiview
SALES
MARKETING
R&D
MARKETING
SALES
R&D
MAXIMIZING YOUR APPROACH

5. Philippe Szombat phiview
MAXIMIZING YOUR APPROACH
T E A M

6. • Place
• Product
• Promotion
• Price
Philippe Szombat phiview
MAXIMIZING YOUR APPROACH

7. Gives the time
Be on time
Don’t be late and
lose a contract $$$
Philippe Szombat phiview
MAXIMIZING VALUE
Advantage
Feature
Benefit

8. MAXIMIZING PRICE
VALUE
CASH MARGIN
Philippe Szombat phiview

9. Why should you « never » give your solution for free?
=
=EXPENSIVE HIGH VALUE
HIGH
COMMITMENT
HIGH
SUCCESS
NO
SUCCESS
NO
COMMITMENT
NO VALUEFREE
=
Philippe Szombat phiview
MAXIMIZING PRICE

10. MAXIMIZING SALES REVENUE « 55% of the people making their living in
Sales don’t have the right skills to be
successful »
(Source : Caliper Corporation)Philippe Szombat phiview
S
A
L
E
SKILLSEXPENSIVE
FREE
SKILLS
ACTIVITY

11. TESTIMONIALS
« SUCCESS BRINGS SUCCESS »
SALES SUCCESS
Philippe Szombat phiview
MAXIMIZING SUCCESS

12. On-line prices
Very few contacts with the prospects
Price 40$ /hour (320$ /day)
3,000 web visits per month
No DataBase
No testimonial
Visibility in Belgium
No SALE
SaaS Solution
SaaS Sales
Fill-in the form
Every prospect contacted
Price 1,800$ per day (packaged)
3,000 leads in 2 years
DataBase
Lots of Testimonials (video, tweets,…)
Visibility internationally (US, UK,…)
Lots of SALES
SaaS Solution
1to1 Sales
Philippe Szombat phiview
TWEETWALL PRO

13. DEMONSTRATE the Value
EVALUATE the Value
ACCEPTANCE of the Value
COMMITMENT of the client
SUCCESS (WIN-WIN)
cash
investors
testimonials
Philippe Szombat phiview
TWEETWALL PRO
1to1 Sales

14. Philippe Szombat phiview
TESTIMONIALS

15. 02/2012Philippe Szombat phiview
TESTIMONIALS

16. 02/2012Philippe Szombat phiview
TESTIMONIALS

17. Philippe Szombat phiview
TESTIMONIALS

18. Philippe Szombat phiview
TESTIMONIALS

19. TESTIMONIALS
11/2012Philippe Szombat phiview

20. TESTIMONIALS
09/2012Philippe Szombat phiview

21. TESTIMONIALS
09/2012Philippe Szombat phiview

22. Philippe Szombat phiview

23. Philippe Szombat@phiview
Account Executive at
Sales Trainer & Coach at