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Presents Solution Selling ® for 1995-2004 Tech.Sell Corporation. All rights reserved. Tech.Sell is a registered trademark of the Tech.Sell Corporation.

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Presentation on theme: "Presents Solution Selling ® for 1995-2004 Tech.Sell Corporation. All rights reserved. Tech.Sell is a registered trademark of the Tech.Sell Corporation."— Presentation transcript:

1 Presents Solution Selling ® for Tech.Sell Corporation. All rights reserved. Tech.Sell is a registered trademark of the Tech.Sell Corporation. © Solution Selling Inc., All rights reserved. Solution Selling® and Situational Fluency Prompter® are registered trademarks and service marks of Solution Selling, Inc. 9 Block Vision Processing Model™, Pain Chains™, Pain Sheets™, Pipeline Milestone Worksheet™ are trademarks and service marks of Solution Selling Inc. All other referenced marks are those of their respective owners.

2 The first 30 days after training can make or break your program.

3 Use It or Lose It! Participants in sales training forget half of what they learn within five weeks. "Without regular reinforcement, sales training's half life is a median of just 5.1 weeks…" survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International SPI Senior Consultant Bob McGarrah.

4 Weaknesses of Traditional Sales Training Lack of post training implementation 55% Lack of management support 32% Lack of measurable results 39% Lack of refresher course materials 31% survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International

5 Effective Means of Reinforcement Review & Coaching with Manager 46% Technology Reinforcement (CRM) 33% survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International

6 Solution Selling ® for for ® A complete environment to build the Solution Selling ® habit.

7 Easy to learn and use Supports all aspects of Real time measurement Coaching tools for managers Paperless reporting Solution Selling ® for for

8 Built on GoldMine by Tech.Sell ® Features: Complete contact management Shared calendar client Complete contact history Follow up system Communication Templates Links to Outlook and PDAs Proven performance 1.6 Million Users Worldwide

9 Solution Selling® for GoldMine Features: Customized Contact Screen Automated Pipeline Milestone Tracking Automated Forecast Updates Automated Follow up Communication Templates & Job Aids Complete Solution Seller’s Toolbox Reports to Track & Measure

10 Customized Contact Profile Screen One place for: Contact information Opportunity Info Pipeline Info Sales Cycle Info Additional Contacts Pending Activities Complete History Including All Documents Org Chart All info shared and synchronized* *With optional GoldSync

11 Using SSGM is Easy Simple Steps to Success 1.Enter Opportunity 2.Set Close Date 3.Enter Potential 4.Complete Milestones SSGM Automatically Updates Stage Probability Forecast $ Dates in Pipeline Screen. Stages Milestones

12 Automatically Track Pipeline Milestones As milestones are achieved, results and completion dates are captured in the Pipeline Milestone Tab. Information is also available in hard copy report form.

13 Automatically Track Cycle Times As stages are reached, cycle times are tracked. Information is also available in hard copy report form.

14 Capture Pain Chain Info

15 Automated Follow Up Schedule Complete FOLLOW UP! SS for GM makes it easy to plan calls, appointments and tasks. When the event is complete, enter your notes and follow up reminders. You will be prompted to schedule a follow up activity – AUTOMATICALLY!

16 Communication Templates Fast Follow-ups, Targeted Blasts 18 and MS Word linked templates Simple and fast follow up supports the Solution Selling® Process*. Send to one contact or a targeted group Consistent high quality image and approved content Documents and s automatically become part of contact history for easy access. Integrated client * Template masters require final personalization to your company.

17 Seller’s Toolbox Complete Solution Selling® resource Over 40 tools and tips to keep you on track with the Solution Selling Process. PDF Attachments Word Templates Value Proposition™ Spreadsheet Pain Chain™ 9-Block Vision Processing Model™ Much More Solution Seller’s Toolbox –What you need when you need it!

18 The Manager’s Toolkit What gets measured gets done! More than 20 specially designed reports track and measure performance consistently and accurately.

19 Solution Selling ® for GoldMine ® Management Tools Reports to- Manage the Pipeline Measure Activity Track Marketing Information Deliver Contact Information

20 00-Pipeline Funnel Company -01-Pipeline Funnel by Rep Provides a summary of all opportunities in each of the “sales” stages along with a grand total. Run it weekly and compare results. 00-Pipeline Funnel Company -01-Pipeline Funnel by Rep Provides a summary of all opportunities in each of the “sales” stages along with a grand total. Run it weekly and compare results. Solution Selling ® for GoldMine ®

21 *02-03-*Pipeline Milestones Worksheet Company/Rep Sorted by Client Name, provides a checklist of Milestones achieved through the current date. Rep version lists and breaks by sales rep. Run it weekly. *02-03-*Pipeline Milestones Worksheet Company/Rep Sorted by Client Name, provides a checklist of Milestones achieved through the current date. Rep version lists and breaks by sales rep. Run it weekly. Solution Selling ® for GoldMine ®

22 04-05-Opportunity Worksheet By Company–By Rep Worksheet for sellers and manager. Lists every opportunity. Grouped by stage. Sorted by milestone. 3 sections provide critical information: Contact Info – Company, contact, phone etc.  Opportunity Info – Project/Product name, value, probability, forecast amount, close date, Milestone, Source  Activity – Last contact date, next scheduled follow-up call date, next step, number of days since last contact. This report will keep you on top of every opportunity and prevent dollars from leaking through the cracks. Reps run everyday. Managers run weekly Opportunity Worksheet By Company–By Rep Worksheet for sellers and manager. Lists every opportunity. Grouped by stage. Sorted by milestone. 3 sections provide critical information: Contact Info – Company, contact, phone etc.  Opportunity Info – Project/Product name, value, probability, forecast amount, close date, Milestone, Source  Activity – Last contact date, next scheduled follow-up call date, next step, number of days since last contact. This report will keep you on top of every opportunity and prevent dollars from leaking through the cracks. Reps run everyday. Managers run weekly Solution Selling ® for GoldMine ®

23 *07-*Sales Cycle Report Company Gives a breakdown of the cycle time of each opportunity from “In territory” date to “Signed Documents” WON date.. *07-*Sales Cycle Report Company Gives a breakdown of the cycle time of each opportunity from “In territory” date to “Signed Documents” WON date.. Solution Selling ® for GoldMine ®

24 11-What’s Changed Report Quickly see just what’s changed during the time period you choose. Tracks changes in the Milestone  Stage  Potential $  Close Date  Rep  Contact Type 11-What’s Changed Report Quickly see just what’s changed during the time period you choose. Tracks changes in the Milestone  Stage  Potential $  Close Date  Rep  Contact Type Solution Selling ® for GoldMine ®

25 Management Tools Reports Measuring Activity Solution Selling ® for GoldMine ®

26 12-The Electronic Call Report One of our most popular reports – eliminates the old paper call report mess. Great for reps to see what’s happened in their territory while they’ve been out of touch; Great for managers to see what’s gone in all territories. Can be generated by all contacts, one contact and anything in- between. Prompts you for a date range. 12-The Electronic Call Report One of our most popular reports – eliminates the old paper call report mess. Great for reps to see what’s happened in their territory while they’ve been out of touch; Great for managers to see what’s gone in all territories. Can be generated by all contacts, one contact and anything in- between. Prompts you for a date range. Solution Selling ® for GoldMine ®

27 16-Completed Activity–Quick Look How do you know who’s participating in your CRM program? Get the stragglers back on track quickly! Sorted by user, this report focuses on the total number of completed Appointments, Phone Calls and Next Actions – in the date range you specified 16-Completed Activity–Quick Look How do you know who’s participating in your CRM program? Get the stragglers back on track quickly! Sorted by user, this report focuses on the total number of completed Appointments, Phone Calls and Next Actions – in the date range you specified Solution Selling ® for GoldMine ®

28 18-New Contacts Created What new contacts have been added to your database? Enter a date range (last week, last month) and see your new accounts listed by sales rep. Make sure you have a call back set. Report sorts by rep. See what new businesses your team is working on. 18-New Contacts Created What new contacts have been added to your database? Enter a date range (last week, last month) and see your new accounts listed by sales rep. Make sure you have a call back set. Report sorts by rep. See what new businesses your team is working on. Solution Selling ® for GoldMine ®

29 Management Tools Reports Marketing Information Contact Information Solution Selling ® for GoldMine ®

30 20-Leads by Source Listing Are your marketing investments paying off? Report sorts and breaks by lead source. See the number and value of all opportunities generated by marketing source. 20-Leads by Source Listing Are your marketing investments paying off? Report sorts and breaks by lead source. See the number and value of all opportunities generated by marketing source. Solution Selling ® for GoldMine ®

31 21-Customer Profile Complete instant snapshot of all account info. A great report to take with you on a face-to-face meeting. Provides all information about that contact including:  Complete Milestone Detail  Secondary contacts  Pending Activities  Complete History  Document links  Notes 21-Customer Profile Complete instant snapshot of all account info. A great report to take with you on a face-to-face meeting. Provides all information about that contact including:  Complete Milestone Detail  Secondary contacts  Pending Activities  Complete History  Document links  Notes Solution Selling ® for GoldMine ®

32 NEW –Daily Field Planning Sometime paper works better. Also a great report for reps who can’t/won’t enter info in laptop. Can be managed by an sales admin who updates Gm and reprints the planner. Work your day Enter notes Plan your next step Enter in GM when you can Reprint your next planner. NEW –Daily Field Planning Sometime paper works better. Also a great report for reps who can’t/won’t enter info in laptop. Can be managed by an sales admin who updates Gm and reprints the planner. Work your day Enter notes Plan your next step Enter in GM when you can Reprint your next planner. When you just need a paper planner!

33 Sales people rarely spend their lives behind a desk. GoldSync* Server to Undocked Remotes iGoldMine* – Browser Based Access PDA Sync- Sync with Palm and Pocket Pc Office Network Remote User Synchronize Inside outside -- Staying Connected *Indicates optional service GoldSync license- included in CE

34 Support & Training Consulting Integration Installation Support Training Onsite Training Live Web Training Manager Coaching Support Over 10 years experience in SFA and GoldMine Insuring Your Investment

35 Creating Simple Solutions People Can Use


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