Presentation on theme: "You mean that I have to sit here for another presentation! Debra Curtiss Vice President & General Manager Peak 10 Tampa (813)675-1010"— Presentation transcript:
You mean that I have to sit here for another presentation! Debra Curtiss Vice President & General Manager Peak 10 Tampa (813) When did Entrepreneurial Training become an endurance sport? Effective Forecasting, Lead Generation and Business Development Strategies Debra Curtiss Vice President & General Manager Peak 10 Tampa (813) Another Presentation?
Multiple “Enterprise Class” Internet Data Centers including Charlotte, Cinncinatti, Jacksonville. Raleigh, Richmond, Louisville, Nashville, Atlanta and Tampa Application & Web Hosting Application & Web Hosting Disaster Recovery Disaster Recovery Internet Access Internet Access Managed IT Services Managed IT Services yawn yawn 1.Local – decisions and support 2.Reliable – we understand your business and care about it 3.Sustainable – we are financially stable and have the right resources and equipment 4.24x7 On site IT Engineering vs. “On the hip” – we take our business seriouclu Peak 10 Profile … The “so what?” for our prospects/customers
Converting effort to revenue… ForecastingForecasting What is Selling?What is Selling? Type of Sales ApproachType of Sales Approach Sales Process ExampleSales Process Example Key ConceptsKey Concepts
Sensible Sales Forecast ?
Setting the first Forecast Number of Units of Products or Services Sales Cycle = Time to Close Number of Sales Cycles Required at the same time Number of Reps Required Revenue Required
People love to buy But hate to “feel sold” Situation: You are looking for a new car… Happy about the prospect of the new car Fearful of the Buying Process Result Result: As you drive away… how do you feel about the experience? What is Selling? Buying Process vs. Sales Process
Helping your customer solve a problem, achieve a goal or satisfy a need. Sales must be about one thing… It is not about you or your product!
Selecting a Sales Approach* Guru Relational Solution Transactional *Align Learning International Ltd.
Customer need clearly met by Product and/or Service Customer need clearly met by Product and/or Service No need for discussion or review No need for detailed discussion or review Value of the relationship is very limited Value of the relationship is very limited Technology can often replace people in managing the relationship Technology can often replace people in managing the relationship Transactional Key sales behaviors are Productivity and Efficiency… Profit margins are often thin, so it is vital that the sales process: Profit margins are often thin, so it is vital that the sales process: 1) Optimizes contacts and numbers of leads. “Volume game” 2) Market through pricing. “more for your money” 3) Focuses on efficiency. Quick in and out” 3) Focuses on efficiency. “ Quick in and out” Best Practice: Build and market an image of High Quality for Less.
Identified an emergent issue Developed a strategy to present to waiting world “We got - you want” relationship Very short shelf life Key sales behavior in Guru Selling is A Constant State of Innovation… In order to be successful, they must: 1) Challenge assumptions 2) Optimise newness 3) Align the client to their solution Guru
Multiple people, varied rolls Multiple people, varied rolls Focus is the development and management of the relationships Focus is on the development and management of the relationships ”Soft” strategy and it is difficult to quantify ”Soft” strategy and it is difficult to quantify Workplace mobility increases risk because the players can change suddenly Workplace mobility increases risk because the players can change suddenly Relational As a sales strategy, service demands that sales people: 1) Focus on the client. 2) Build networks. 2) Build networks. 3) Initiate random acts of good will.
As a sales strategy Solution Selling requires that we: 1)Think enterprise-wide. 2)Optimize linkages. 3)Plan and guide process. Solution Requires extremely skilled sales professionals Requires a strategic approach because the investment of time, resources and emotional energy can be significant before there is any payback When the issues are addressed in ways that strengthen the relationships, the payback is often significant Partnership between Buyer and Seller; a ‘co-evolutionary dance of competition and cooperation’ What we sell must make a difference to the client
Overlap will always occur Guru Relational Solution Transactional *Align Learning International Ltd.
SOLUTION Process™ SOLUTION Development Process™ Customer-Centric Selling™
NoNo pain, no change DiagnoseDiagnose before you subscribe PainPain flows through entire organization PeoplePeople buy from people PowerPower buys from power YouYou can’t sell to someone who can’t buy Don’tDon’t close before it is closeable “To Buy or Not to Buy” Solution Selling Basics
Dear Steve, Thank you for your interest in SPA.com. The purpose of this letter is to summarize my understanding of our discussion.. of our discussion. You told me your primary goal is shortening start up times for new reps. Today new hires take 7 months before their first sale because they inherit poor records of activity in their territories, they often work on unqualified opportunities, and tend to make mistakes when not coached by their managers. Today new hires take 7 months before their first sale because they inherit poor records of activity in their territories, they often work on unqualified opportunities, and tend to make mistakes when not coached by their managers. You felt you could shorten the time to first sale to 4 months if: when reps leave you could suspend password access to all accounts and provide access to account history to the new rep on a weekly basis sales managers could access each rep’s pipeline to audit progress and help make disqualification decisions on an ongoing basis your managers could track a new rep’s progress via a server and provide “electronic” coaching to minimize mistakes and maximize the chances of success You said you plan on hiring twenty new salespeople in the next 12 months. If we take 3 months of quota each ($150K per person/per month), that will be an additional $450K for each of the 20 new reps or an additional $9 Million to you top line by having these capabilities. You indicated that you are interested in further investigating SPA.com. Based on my experience, I suggest our next logical steps are: 1. confirm we are in agreement with my summary of our discussion; 2. arrange telephone or in-person interviews with your CFO and CIO, who would all be involved in the implementation of SPA; 3. Summarize our findings to the group and determine if a further evaluation is appropriate. I look forward to working with you and your organization. Sincerely, Rob Acker Don’t just say “Thanks for the meeting” 1. Goal(s) 2. Current Situation 3. SOLUTION(s) 4. Value 5. Access to key players
Diagnose, Verify, then Close DIAGNOSTIC QUESTIONS: While on the phone, have friends or family members tried to reach you? YES While on the phone, have friends or family members tried to reach you? YES Have they been frustrated by busy signals? YES Have they been frustrated by busy signals? YES Have you missed or been delayed in receiving important calls? YES Have you missed or been delayed in receiving important calls? YES Do any recent examples come to mind? “……………….” Do any recent examples come to mind? “……………….” VERIFICATION QUESTIONS: When someone dialed while you were on a call, would you like to be able to hear a tone, at your option click the receiver to put your original call on hold, take the incoming call and when finished, click the receiver to resume your original call? YES CLOSE:Call Waiting provides this functionality at a cost of $4.95/month. Would you like us to try it for 30 days at no charge? YES CLOSE: Call Waiting provides this functionality at a cost of $4.95/month. Would you like us to try it for 30 days at no charge? YES.” NOT: NOT: “What you need is call waiting! It only costs $4.95/month.”
1.Define 1.Define Goals and Success – What do you want? 2.Develop 2.Develop Call/Conversation Guide/Script/Key Phrase 3.Create 3.Create your Qualified List and Target List 4.Build 4.Build as an Ongoing Program (tickler system) 5.Reciprocate Elements of a Successful Lead Generation Program
Leads for Others Not Good…Good… You get credit twice!
How about “Always be Listening”? True or False?
Qualifying a Prospect “I just need a quote!”
Selling and Prospecting are Inversely Related Sales Activity Prospecting Activity Sales Month/Quarter Time Management – key attribute
Where to find buyers and partners? Chambers Charities Professional Industry Trade Personal
Why do people join? Networking Business Development Contribution to Community Actively Influence Tampa Bay’s Growth Mentor Learn from My Peers Personal Development
The Million Dollar Profe$$or
You get delegated to people you talk like People buy from people… What do we know… 1.They like 2.Who are sincere 3.Who are competent 4.Who empower them!
Make yourself equal THEN make yourself different … Otherwise you’re just different! What do we know…
Don’t give without getting (Quid Pro Quo)
Bad news EARLY is good news No goal, No prospect What do we know…
People are best convinced by reasons they themselves discover The only person who can call it a SOLUTION is the prospect! What do we know…
Emotional decisions are justified by value and logic Don’t “close” before the prospect is ready to buy What do we know…
Thank You! Deb Curtiss VP & General Manager Peak 10 Tampa (813)