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Andy Paul Webinar 6-2-15 Sales Acceleration

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Andy Paul Webinar 6-2-15 Sales Acceleration

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These are slides from the WittyParrot webinar June 2, 2015 featuring Andy Paul speaking on Sales Acceleration: are your Sales and Marketing Teams Ready? The webinar recording is available at www.wittyparrot.com/resources...

These are slides from the WittyParrot webinar June 2, 2015 featuring Andy Paul speaking on Sales Acceleration: are your Sales and Marketing Teams Ready? The webinar recording is available at www.wittyparrot.com/resources...

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Andy Paul Webinar 6-2-15 Sales Acceleration

  1. 1. © 2015 | PAGE 1 Sales Acceleration Are Your Sales And Marketing Teams Ready? Witty Parrot Webinar June 2, 2015  
  2. 2. © 2015 | PAGE 2 How do you differentiate and rise above the competition? © 2014 | PAGE 2
  3. 3. © 2015 | PAGE 3 What is buying? © 2014 | PAGE 3
  4. 4. © 2015 | PAGE 4 “Getting information pushes at the two constraints everyone faces: it takes time and costs money. Making sound decisions fast and at a low cost is a competitive advantage everywhere.” —GEOFFREY COLVIN, Talent is Overrated
  5. 5. © 2015 | PAGE 5 Customers want to make decisions RESEARCH SHOWS 40% faster
  6. 6. © 2015 | PAGE 6 Buying Quickly gathering information to make informed purchase decisions at a low cost
  7. 7. © 2015 | PAGE 7 What is selling?
  8. 8. © 2015 | PAGE 8 “We don’t make money when we sell things; we make money when we help customers make purchase decisions.” —JEFF BEZOS, CEO, Amazon, Inc.
  9. 9. © 2015 | PAGE 9 Sales Helping customers make fast and favorable purchase decisions at a low cost $
  10. 10. © 2015 | PAGE 10 Customers don’t buy you. They buy what you can do for them.
  11. 11. © 2015 | PAGE 11 Amp Up Your Sales Strategy: Sell Faster
  12. 12. © 2015 | PAGE 12 Two pre-requisites to sell faster Well-defined & documented sales processes 1 Metrics for customer-facing sales processes 2
  13. 13. © 2015 | PAGE 13 72% –ZERO-TIME SELLING; SALES PROCESS ASSESSMENT of companies have not documented their sales process
  14. 14. © 2015 | PAGE 14 Document key sales processes Show all steps and duration of steps Prospect ProspectProspect email Social Inbound Phone Marketing Reception Auto Attendant Sales Admin Sales Mgr. Sales Channel Sales Direct Sales Sales Mgr. Sales Sales Admin Prospect Prospect DAY 1 DAY 2 DAY 3 DAY 4 DAY 5 Resellers Sales Mgr.
  15. 15. © 2015 | PAGE 15 To accelerate your sales you must measure what matters Lead follow-up Responsiveness to all customer questions Customer Support response Voice mail response Email response
  16. 16. © 2015 | PAGE 16 Homework #1: Map one sales process & metric
  17. 17. © 2015 | PAGE 17 Map one sales process & metric Document one customer-facing sales process in detail Define a metric & fine-tune process Weekly: Review metric data Monthly: Refine your sales process Quarterly: Document new process
  18. 18. © 2015 | PAGE 18 Amp Up Your Sales Strategy: Sell with experts who can help the customer buy
  19. 19. © 2015 | PAGE 19 Customers want to make decisions REMEMBER THIS? 40% faster
  20. 20. © 2015 | PAGE 20 “When we look at the buying process for “Mobile Devices, Apps, Platforms, & Management Software” our research tells us that for all of the people involved in the Discover stage of the buyer’s journey, the Sales rep in person is the fifth most influential channel –behind Peers, Tech Analysts, IT Forums and Tech Pubs.  And, if we look at just one stakeholder, the CIO, for that same product category, at the same stage, we find that Sale rep in person doesn’t make the top ten.” Forrester Business Technographics Global Priorities & Journey Survey, 2014
  21. 21. © 2015 | PAGE 21 What buyers need from sellers: Knowledge, insights, expertise & acumen
  22. 22. © 2015 | PAGE 22 What do buyers need to buy your product? GENERALISTS UNDERSTANDING CONTEXT Facts Value Prop Expertise Insights SPECIALISTS
  23. 23. © 2015 | PAGE 23 Rate customer & your sales team Which quadrant matches your customers? Do your sales capabilities align with your customers’ needs? PRODUCT KNOWLEDGE & INDUSTRY EXPERTISE SALES EXPERIENCE 14 23 Substantial product knowledge and industry expertise Minimal product knowledge and industry expertise Proven sales track recordMinimal sales experience
  24. 24. © 2015 | PAGE 24 Homework #2: Personal Improvement Plan
  25. 25. © 2015 | PAGE 25 Personal Improvement Plan Write a job description for sales positions based on your buyers’ needs Identify where your salespeople are not aligned with your customers Invest at least 1 hour of sales time per week (2.5%) Books, blogs, webinars Internal experts & resources
  26. 26. © 2015 | PAGE 26 Amp Up Your Sales Strategy: Execute a Value Plan to make every sales touch count.
  27. 27. © 2015 | PAGE 27 What is in selling?
  28. 28. © 2015 | PAGE 28 Information that moves the prospect at least one step forward in their buying process
  29. 29. © 2015 | PAGE 29 Examples of value UNDERSTANDING CONTEXT Data Value Prop Expertise Insights PRODUCT DATA FEATURES & BENEFITS VALUE PROPOSITION
  30. 30. © 2015 | PAGE 30 Examples of value QUESTIONS: Defining the problem Shaping the buying vision CONTEXT: White papers Industry & market reports INSIGHTS: Case studies/sales stories Independent experts UNDERSTANDING CONTEXT Data Value Prop Expertise Insights
  31. 31. © 2015 | PAGE 31 Customers exchange their time for value
  32. 32. © 2015 | PAGE 32 STOP Every sales touch must have a value plan. If it doesn’t, just don’t do it.
  33. 33. © 2015 | PAGE 33 Homework #3: Value Plan for every touch
  34. 34. © 2015 | PAGE 34 Coach or create a Value Plan for every sales touch Invest 2 minutes to make every sales touch count Establish value goal: what value will you deliver? Define outcomes for every touch: what is the next step? Prepare, practice & rehearse Don’t waste their time. Or yours.
  35. 35. © 2015 | PAGE 35 The Daily Question QUESTION TO ASK ABOUT EVERY QUALIFIED PROSPECT EVERY DAY: What value can we deliver today that will help the prospect move at least one step closer to making a decision? ?
  36. 36. © 2015 | PAGE 36 SERVICES: Coaching, Workshops, Speaking -Management Sales Coaching -Sales Acceleration Process -Value-based Selling -C-Level Sales Mastermind -Online Sales Education CONTACT: andy@andypaul.com www.andypaul.com (619) 980-4002 AUTHOR SPEAKER SALES EXPERT
  37. 37. © 2015 | PAGE 37 AUTHOR SPEAKER SALES EXPERT Amazon Best-Seller; Top 20 Most Highly Rated Sales Books Of All Time Amazon Best Seller; Top 3 Sales & Mktg. Books of 2011 Sales Acceleration Education Online, Interactive Video, Self-paced
  38. 38. © 2015 | PAGE 38 Questions?

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