1.
© 2015 | PAGE 1
Sales Acceleration
Are Your Sales And Marketing Teams Ready?
Witty Parrot Webinar
June 2, 2015

2.
© 2015 | PAGE 2
How do you
differentiate
and rise above
the competition?
© 2014 | PAGE 2

3.
© 2015 | PAGE 3
What is
buying?
© 2014 | PAGE 3

4.
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“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.
© 2015 | PAGE 5
Customers want to
make decisions
RESEARCH SHOWS
40%
faster

6.
© 2015 | PAGE 6
Buying
Quickly gathering information to
make informed purchase
decisions at a low cost

7.
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What is
selling?

8.
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“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.
© 2015 | PAGE 9
Sales
Helping customers make fast
and favorable purchase
decisions at a low cost
$

10.
© 2015 | PAGE 10
Customers don’t buy you.
They buy what
you can do
for them.

11.
© 2015 | PAGE 11
Amp Up Your Sales Strategy:
Sell Faster

12.
© 2015 | PAGE 12
Two pre-requisites to sell faster
Well-defined
& documented sales
processes
1
Metrics for
customer-facing
sales processes
2

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72%
–ZERO-TIME SELLING; SALES PROCESS ASSESSMENT
of companies have
not documented their
sales process

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.
© 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.
© 2015 | PAGE 16
Homework #1:
Map one sales process &
metric

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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.
© 2015 | PAGE 18
Amp Up Your Sales Strategy:
Sell with experts
who can help the
customer buy

19.
© 2015 | PAGE 19
Customers want to
make decisions
REMEMBER THIS?
40%
faster

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.
© 2015 | PAGE 21
What buyers need from sellers:
Knowledge, insights,
expertise & acumen

22.
© 2015 | PAGE 22
What do buyers need
to buy your product?
GENERALISTS
UNDERSTANDING
CONTEXT
Facts
Value Prop
Expertise
Insights
SPECIALISTS

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.
© 2015 | PAGE 24
Homework #2:
Personal Improvement Plan

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.
© 2015 | PAGE 26
Amp Up Your Sales Strategy:
Execute a Value Plan to make
every sales touch count.

27.
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What is
in selling?

28.
© 2015 | PAGE 28
Information that moves
the prospect at least
one step forward
in their buying process

29.
© 2015 | PAGE 29
Examples of value
UNDERSTANDING
CONTEXT
Data
Value Prop
Expertise
Insights
PRODUCT DATA
FEATURES & BENEFITS
VALUE PROPOSITION

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.
© 2015 | PAGE 31
Customers
exchange
their time
for value

32.
© 2015 | PAGE 32
STOP
Every sales touch must
have a value plan. If it
doesn’t, just don’t do it.

33.
© 2015 | PAGE 33
Homework #3:
Value Plan for every touch

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.
© 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.
© 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.
© 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.
© 2015 | PAGE 38
Questions?