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Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer “How do I”… C- Communicate with prospects? O -Organize my time & internal resources? D -Document progress? E- Evaluate performance? It’s as simple as 43281
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. The 4 Phases of CODE This is intuitively what companies are always doing, whether they recognize it or not… Phase 1: Lead Generation Phase 2: Lead Qualification Phase 3: “The Sales Pitch” Phase 4: Post-Sales Activity
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. The 3 Critical Roles On Every Sales Team The Prospector, Technical Expert & Closer Achieving urgency for an “All Hands On Deck” mentality Real question…How to drive the cultural change required to effectively “farm and hunt” Closer needs relief to have time to do what he does best…Close deals in Phase 3 The truth is… Not everybody wants to be or should be a Rainmaker, but everyone can act as a prospector!
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. Recognizing There’s Only 2 Types of Prospects Invisible: Don’t identify themselves. By the time they know they are prospects… Your competition does too Only Two Types… Experienced & Inexperienced Requires your prospector to find pain or educate = Face time
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. There’s 8 Critical Questions- Purposefully slowing down to create face time…. 1.Is there a definitive timeline for the project? 2.Have we met and spent time with the decision maker? 3.Do we know the criteria that will be used to select a contractor partner or review a proposal? 4.What are the prospects assumptions about price in relation to their definition of value? (price vs. value) Has a budget been established? 5.Who is the competition? 6.Have we addressed the proprietary nature of the solution we will provide? 7.What is the timeline for a decision to be made once a proposal is submitted? 8.What are the next steps to move the prospect through the pipeline, or should we take them out? What’s the agenda for the next meeting?
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. There’s 1 Goal: Keep the pipeline filled & moving! Easy to get sloppy: When you are organizationally lean, it’s easy to not prioritize sales and loose sight of your pipeline Two motivators, fear & greed. How much pain are you in right now? Recognize if progress isn’t measured, it’s hard to sustain change. This process is exactly like weight loss and will perform to your companies ability to engage – Are you ready to model the behavior of accountability?
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. RFP/ RFQ Date Indicated Overview of CODE Phase 3: Sales Process Red Leads Convert Team & Closer Phase 2: Lead Qualification Blue Leads Educate or Find Pain Answer 8 Key Questions Technical Expert Blues Reds Phase 1: Lead Generation Basic Yellow Yellow Blue Red Prospector Yellow Leads The Prospect Pool Defined by the MAP Short Term Plans determine monthly priorities Phase 4: Post Sales Activity Survey / De-brief New customer = Project Start-Up Hunt & Farm Continuously
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
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