What I Know About You
Premier provider of post production and media
Data Center Proprietor
Migration and Digital Library
Where do we go from here?
What You Need to Know About
20+ years of software/hardware experience
Worked for/with 3 largest s/w companies
Oracle, SAP and Infor
Managed large multi-national teams
16 sales reps/BDM’s/2 marketing resources at Oracle
28 consultants at Pricewaterhouse coopers
$7-18M P&L responsibility
Sales PROCESS DRIVEN AND BOUND/TIED
Closed BIG DEALS ($1M+)
Also lead/trained my teams in closing BIG DEALS
Consultative and Personal Sales Styles
Expert Saleforce.com user/vendor
Questions for You
Before I go on, I would like to ask a few questions to level
set what I am going to speak with you about in the next
# of sales resources currently
Transactional or Big Deal history
Quota in an $X.XX format, no real numbers
Cost of Sales?
Pricing metrics? Are they aligned to market standards?
Generic or pay for premium? SaaS/on demand?
Average Deal Size?
Management growth plan?
Does the plan either include more resources or a higher
Market understanding and closing abilities?
Farmer or hunter?
What Is Blocking You from
Media Preserve, Scene Savors, George Blood &
Awareness in your market space?
Does the market you thrive in know you have these
What processes are in place for expansion and net new
Are you actually losing to competition or just losing?
70% of lost sales are lost to no one or no bid
Farming and hunting?
Do you have the correct balance of both? Either or
Big deals? How many per year?
Big Deals drive 60% of the revenue at technology firms.
Your Published Mantra:
I Use the Personal Selling Process (PSP)
There are seven interacting, overlapping steps in the
professional personal selling cycle.
Lead Searching Methods
Non-effort leads are leads that are supplied by
the company or from an individual’s voluntary
inquiry or response to advertising.
An effort lead is one that is generated solely by
Setting “S M A R T” Objectives
Specific: Establish a specific, major objective for the sales call.
Measurable: Ensure that your major objective is measurable or
quantifiable, for example, a certain number of units or dollar sales
Achievable: Make sure the goals you set are realistic and
Relational: Always try to develop a long-term relationship with the
prospect even if the major objective on this sales call is not
Temporal: If you can, establish with the prospect a specific