Speeding Up Sales

1
Speeding up Sales
Peter R. Fillmore, Founder & CEO
SmartFunnel.com
Webinar April 2, 2014
Copyright © 2014 SmartFunnel.com

Speeding up Sales
How to craft proposals that close faster and are
nearly impossible for prospects to refuse.
Copyright © 2014 SmartFunnel.com 2

• Some of us have “Stalled Deals” How many?
• Some of us are missing quota / forecast
• Some are “too busy”
• Been there, done that!
Why are we here?

Why do Deals stall?
• Champions mislead sales people (“Yes, we
have budget…”)
• Champions have to “Sell” an innovation –
internally

Brian Burns (Sales Guru), in a recent Podcast
commented on the Champion, as salesperson:
• “They don’t know how to work the Buy Process.”
• “If you let the Champion sell, the deals die!”
Wait! - who is the Salesperson?

Why do Deals stall?
• Champions often prepare weak internal
proposals
• We fail to offer “an internal proposal”

Early Euphoria
100%

Late Disappointment
Deal Maturity
Ouch !!
100%

Let’s re-think how we sell ….
Let’s define the end game – and
win it.

The “end game”
Exec Buyer Champion
Proposal
Internal
Proposal

World View – Exec Buyer

World View – The CEO/Exec
Mission – Cost
People
(…Gaps)
Mission – Cost
People
(…Gaps)
Mission – Cost
People
(…Gaps)

World view - Champions
I don’t know
how to write a
business plan
I do know how
to write a
business plan

The Champions
I won’t write
a business
plan
I will

Prospects ask for
“Activity”:
– Demo
– Product Specs
– Product Prices
– And… A Proposal
What do Champions ask for?

Deflecting a Proposal request is one
of the most important skills of the
Professional Salesperson.

“Of course I’d love to write a
Proposal.”
“However, I’d like to approach
it by first understanding your
needs and the business needs,
so I can present a plan that will
be successful, and a credit to
all who are involved.”
Here is one way to deflect…

“We have discussed several key
issues – problems, pain points,
benefits you are seeking and
some timing implications.”
“Would it help if I worked
closely with you to create a
Project Outline, then I’ll base
our proposal on that outline?”
Then, pop the question…

So…What are you offering?
The Internal Proposal is a
“Project Outline” covering:
– Purpose
– Payback
– Time Drivers
– Proposed Solution
Project Outline
It evolves (over 3-6 weeks), in close
collaboration with Champion

• “There are only 5 reasons why your buyer
won’t buy:”
– No Need
– No Money
– No Urgency
– No Desire
– No Trust
Zig Ziglar said it well
Tangible, address with Process
Your skills + help from Process!

Imagine a bucket of “green ink” being filled in
steps:
You have simple, memorable progress-tracking!
As each stage evolves…
Talk
Write
Collaborate!
1. Purpose/Needs

Welcome to
Collaboration Selling™

• Look in the Mirror
• Decide if you wish to be a
business leader
• Decide to think about
(and ask about) the
buyer’s whole business
Action item #1
• Invest 2 days drafting first 2 “Internal Proposals”
• Write, write, write …(Sales Managers take note)

• End Game – Exec “Buy or no Buy” is based on
3 things:
– Purpose/Need
– Payback
– Time Drivers
• Co-author the Internal Proposal
• Look in the Mirror – Challenge yourself to help
the buyer win the “end game”
Key Concepts

SmartFunnel is a funnel management system.
It has the Collaboration Selling method baked in:
A sponsor message
Deal Maturity Elements: Purpose …Payback…Time…Proposal Sign Date
Pilot Project ABC Corp $38K May 15/14
Note 1. Your proposals get high marks for “Relevancy”
2. SmartFunnel provides independent tracking of elements

As your opportunity list grows, track
Collaboration Progress on all opportunities:
Deal Maturity Elements: Purpose …Payback…Time…Proposal Sign Date
Pilot Project ABC Corp $38K May 30/14
Plan A GM Corp $110K Sept 30/14
Plan X Ford Corp $52K Jan 15/15

Impact of Collaboration Selling™
Your Proposals close faster, because
the Project Outlines are compelling to
the Exec Buyer.
They are nearly impossible for prospects to refuse,
because the prospect’s team helped write them.
Project
Outline

“In 10 weeks we closed a $250K order, winning
against 3 larger competitors, using SmartFunnel.”
– Mal Raddalgoda (VP Sales, Troo Corp)
“SmartFunnel used properly can produce more
revenue, and sooner, than other systems I’ve seen”
– Trevor Wilkins (Author, Turning Selling into Buying)
“Love the idea of the Internal Proposal. Orients the
team precisely right.”
– Geoffrey A. Moore (Author, Crossing the Chasm)
Testimonials

April 2, 2014
Speeding up Sales
May 7, 2014
What CEOs should
expect from Sales
June 4, 2014
Sales Forecasting
Webinars – A Trilogy
Suggestions:
Invite your CEO
to join you
Invite your CFO
to join you

• Request slides and/or recording
• Private briefing on SmartFunnel comparison
to CRM
• Private briefing on compare to spreadsheet
• Register for our other Webinars
Next steps – Ideas

Thank you
Speeding up Sales
April 2, 2014
Peter Fillmore
peterf@smartfunnel.com
www.smartfunnel.com

• Champions need help – offer it
• Execs want a “Project”, not a Product – offer it
• Time – save it …Walk away early
• Time – invest it …co-authoring “Internal Proposal”
• Coaching/self-coaching – Tracking key decision
elements (purpose, payback, time drivers)
Appendix

Speeding Up Sales

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