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1 Suggested that you limit your presentation to 12 slides.
Hide the extra slides. What I am about to show you is the culmination of decades of brainpower and hardened with real-world testing across a broad array of geographies and industries. ————————————- F = Freeze recording) <Stillness According to Small Business Administration stats the majority companies classified as “small” businesses aren’t growing (and the numbers may be worse for truly small businesses) no matter how you slice it plenty aren’t growing to the satisfaction of their owners and staff Hi My name is Jak Plihal I’m the founder of Being Solutions -- and the co-developer of the SalesQB system which has been designed to help companies with under 10 sales reps to accelerate their growth In this presentation you will see the big picture of how a system like this can help any business grow… and for the leaders that will engage this work with gusto the growth can be tremendous ——————————- XXXX Specific to this page: Overall approach to build toward: ewan dropbox: JM Golf:

2 Roadmap to Accelerated Growth
What I am about to show you is the culmination of decades of brainpower and hardened with real-world testing across a broad array of geographies and industries. ————————————- F = Freeze recording) <Stillness According to Small Business Administration stats the majority companies classified as “small” businesses aren’t growing (and the numbers may be worse for truly small businesses) no matter how you slice it plenty aren’t growing to the satisfaction of their owners and staff Hi My name is Jak Plihal I’m the founder of Being Solutions -- and the co-developer of the SalesQB system which has been designed to help companies with under 10 sales reps to accelerate their growth In this presentation you will see the big picture of how a system like this can help any business grow… and for the leaders that will engage this work with gusto the growth can be tremendous ——————————- XXXX Specific to this page: Overall approach to build toward: ewan dropbox: JM Golf:

3 SalesQB Method Co-Developers
Jim Muehlhausen Founder, CEO Focus & Sales QB Author, Business Models for Dummies (John Wiley & Sons Press) YOUR NAME My partner in building this program amazingly accomplished has a few books under his belt (Bizmodels for dummies) < a few copies that sold may have even been read > great work focused on folks who want to do fresh & real entrepreneurial work aside: I enjoy working with jim because he is a relentless fixer of small business sales & marketing challenges and he is a fun scientist in this area we are finding it really easy to create together (like we have almost a brain and 3/4 between us) As for me -- I love the Zen game of sales & management enjoy innovation and strategy and am a systems guy -- so I am relentless in spotting and connecting the vital aspects of growth Sales, marketing, BD, service —> it’s a passion for me... and with this approach my projects have delivered well over half a $B in incremental revenue growth for my clients. <your logo here> Founder, YOUR COMPANY Sales leader, consultant and coach delivering over $500M in revenue gains to the best companies in the world.

4 Unprecedented Sales Results For Growth Focused Executives in Companies Including:
my client list I’d love to add you or someone you know to it I love to work with people who are passionate about doing great business and doing great things in the world... NOW AS I GO INTO THIS PRESENTATION — please keep something in mind… In business development (and many other areas) the question isn’t is there something new here… frankly loads of info, tools, offers are out there the question is are you willing to think differently and how will you organize your mind and your actions in a way that has you make much much more out pile of available options. so let me help you think differently about growing your business by reorganizing what you already know about the realities of what is required for growth --- as a side note -- there are many people talking as tho business is somehow bad, unnatural the fact is - it predates agriculture commerce is as natural a part of human life as -- well bathing... for most of us the only way I do business is to enjoy the process , innovate, and make the whole market and world better as a result

5 Who Hires Us and Why Owner as Bootstrappers “The One” Funded Startups
A better path delivers smoother progress Funded Startups Because Only Movie Characters Defy Physics* Let’s call on some better thinking to fuel better action & results have two great minds whose universal laws clearly impact all of nature even sales <CLICK> Newton’s First two laws on the physics of motion: AN object in motion will continue without impediment of an outside force…. And the second law: Force = Mass X Acceleration How does this apply to sales?! Your product/offer never was -- and never will be in a vacuum And the outside forces are increasing… forces of buyer mindsets… their expectations and awareness (pricing, value adds, etc) how you can and can’t reach them. And the outside forces of completion The indisputable reality is that unless you generate what is required to counteract all that additive force your business will shrink (or worse) Great, so how do we heed the warning of Newtonian physics applied to sales? first it requires acceptance of another axiom you already know –>> “You can’t solve a problem with the same level of thinking that preceded it…” – in business this means “innovate or dwindle ” - adapt or die >>> SO I KNOW improving biz dev HAS BEEN ON YOUR MIND - high priority <<<<< WHY HAVEN’T YOU FIXED IT TO YOUR OWN SATISFACTION? (Force = Mass X Acceleration ---- this can be used to determine how far they are behind the market curve)) Compressed sales lift limits delusion *consistently

6 Even splendid cogs don’t remove systemic obstacles
Different People (nope) Extra Leads (not it) More Training (haa, no) Tweaked Comp (no) Let’s begin by highlighting … what I’ll call ‘one off’ approaches to accelerating growth that have been gotos for years, but generally don’t work as well for smaller businesses: <click> - hire new reps - maybe try a new manager - get some newer leads - extra (hopefully more engaging) training or jiggering the comp plan (and expecting that magical pavlovian forces will align for you this time) I'm not going to say these options are dead -- they aren’t and we’re staying on the cutting edge with tools in these areas But you, and every business owner we know ((And Jim runs a national network of CEO peer-groups -- so we have some data here)) all these owners have already tried everything on this list... and it worked, a little so if you're someone for whom "a little" doesn't cut it something different is required <animate each drop (any frame for theme> Sales Training -- can help, rare that It’s fully appreciated – most is forgotten, as bad habits beat out over new info (no matter how good) Different sales management (more on this later – and Sales MGT is skills game, 100% 60K mgr. not equal 33% of $180K) Tinker with comp (more confusion and complaints than anything else) Push work ethic – harder (ST bump, LT loss) Hire new sales team (Expensive & okay people in broken system = same result) Fresh leads (yes that is poop in an envelope – because if you buy “leads”, that is what they are) We’re not saying that all of this is worthless – but…

7 You can’t solve a problem thinking that created it.
Access Genius Input You can’t solve a problem with the same level of thinking that created it. F = mass x acceleration Let’s call on some better thinking to fuel better action & results have two great minds whose universal laws clearly impact all of nature even sales <CLICK> Newton’s First two laws on the physics of motion: AN object in motion will continue without impediment of an outside force…. And the second law: Force = Mass X Acceleration How does this apply to sales?! Your product/offer never was -- and never will be in a vacuum And the outside forces are increasing… forces of buyer mindsets… their expectations and awareness (pricing, value adds, etc) how you can and can’t reach them. And the outside forces of completion The indisputable reality is that unless you generate what is required to counteract all that additive force your business will shrink (or worse) Great, so how do we heed the warning of Newtonian physics applied to sales? first it requires acceptance of another axiom you already know –>> “You can’t solve a problem with the same level of thinking that preceded it…” – in business this means “innovate or dwindle ” - adapt or die >>> SO I KNOW improving biz dev HAS BEEN ON YOUR MIND - high priority <<<<< WHY HAVEN’T YOU FIXED IT TO YOUR OWN SATISFACTION? (Force = Mass X Acceleration ---- this can be used to determine how far they are behind the market curve))

8 Why smart folks haven’t solved this ?
“Everyone is a genius. But if you judge a fish on its ability to climb a tree, it will live its whole life believing that it is stupid.” - Einstein (again) this topic keeps business owners up at night you’re smart and experienced — so – shouldn’t it be fixed already? As we look here, can you Please answer 1 question for yourself Are you simply burnt out trying to impact sales… and prefer to ride it out an let your biz die a quiet peaceful death That is a reasonable option... OR if not are you willing to do something uncomfortable IF the discomfort opened the door to something you know you've asked for… <POP> As the owner of your sales team, do you or don’t you have a franchise Sales Quarterback? Great Sales guys as PT managers are pro-grade sales Quarterbacks As for Owners who squeeze-in sales mgt as they can - really, how does this bode for capitalizing on market potential? —————— XXXXXXXX if the discomfort (that you even feel as I say the word) and as we sit here >>and you may feel it again when I pitch my service later in the relationship<< IF getting past this dis-ease [embrace it] opened the door to RADICALLY improving sales ...and decreasing stress would you be willing to address what is in the way? <CLICK> <<<<don't move till I GET an answer>>>> <<< willing to admit they don’t have a real SalesQB?>>> If YOU are the default sales manager or you are the one who manages the revolving door of: " best-sales-guy " becomes PT manager or we'll work with we "can afford" style of exectutive sales leadership then YOU are where the problem starts and it flows downhill from there... So You may be a great owner and GM for ops but if you aren’t willing to do the grinding work to become a SalesQB even with me laying out the strategy in the rest of this presentation will be more ideas that don’t happen on the field "But we can't afford it" -- I hear you thinking it… first off - you are wrong — you haven’t approached it in a way that honors both your cash-flow AND the requirements on the field So you can watch me lay out the strategy here, but What you can't do is keep thinking/saying and doing the same stuff and expect a different result.

9 Easy vs. Simple A Costly Paradox
Here’s the first fork in the decision tree, Easy or Simple: <POP> What’s easy requires no effort -- like riding out your businesses’s current trajectory your call on what that means OR….. Or you rely on focused expertise that makes the path to growth Simple Planning, Execution With that said, let’s go into the SalesQB method… ______________________ XXXXXXXXXXXXXXXXXX You have someone like a Sales Quarterback make the necessary changes simple because that is what they focus on, it is what they do well if you are comitted to growing enough to expand revenue and market share even to to the point of being a great acquisition target I’ll show you a simple path to assure growth... but keep in mind, it is going to take strong and consistent effort Further notes <this slide is for implementation sale> And even if smart planning can make a solution straight forward (like eating right and exercise, for health and...) <click>-- it is the consistent work to get that plan done is where inertia wins... Also What can have some complexity doesn’t have to be difficult <click> I recently implement a new CRM, sales process, and VP sales in 90-days -- while CRM takes most companies over a year for year for CRM alone) Don’t expect the miraculous (without solid planning & honest work) Stop burning money on stop-gap incremental fixes that don’t work And stop pretending you got “this salesQB” when you really have “this one” Simple: Plan, Execute/includes continuous improvement & innovation, and you will Grow

10 Solution: The SalesQB System
The next dozen slides I will lay out six interlocking zones of work and will drill into a couple just a bit so you get a taste Again, this is different than what most ‘sales experts’ will guide you toward because it is a bit more grueling a path but it is the work that must be done for assured growth

11 The Path to Guaranteed Growth
this is what our team has been working on for decades in every industry…and now putting it all together… As you look at this, don't think of it chronologically or hierarchically these six zones work synergistically

12 Zone 1: Best Practice Audit
Bearings Benchmarks Actions Sales Best Practice Audit 1 Start with an Audit to know where you stand know how your practices compare to best practices and what work will close the gaps best 2 Work to spot and get clear on both low-fruit And mid term opportunities that are doable game-changers you could do this by diving into book & articles see what makes sense & resonates for you (but do break some thinking/patterns) as you read, do filter for size, as much is written with corporate sales in mind may or may not fit —————— xxxx A key part of this is helping formulate the proper balance for you between fixing foundational items… gauging moves in achievable, highly profitable innovations FAQ Here is where we get the benchmarks: Here is how you know you can trust them: Based on our experience with XXX YYY the outcome you can expect from this is ____________

13 Zone 2: More Opportunities
Increase Lead Generation Efficiency Increasing competition & complexity calls for smarter focus Data-tuned channel investment Discovery of latent-wants Authentic Pedagogy Perpetual Kaizen-Hacking Zone 2 — increasing opportunity count example: What can be called “closing issues” can often be poor lead generation and nurturing) And marketing people don’t really understand sales... To have lead-flow that really works you need to add enough integrated sales & marketing savvy on top of your client savvy to design dependable cost-effective opportunity creation flows When you develop the capacity to rank, process, and expand upon lead generation you hold the first key that separates high-growth firms from the rest… FAQs Can this really work for MY firm in MY industry at THIS time? What if the product truly sucks: Commoditized market Poor Cust –serve xxxxxxxxxxx “Sales” isn't “sales” Tell Solomon Sales Solution Story!

14 Solomon’s Sales Solution
Change your sales philosophy. Stop thinking of ‘sales’ as one activity! THREE (3) Sales is really things. One of the first actions is to be sure you break and measure sales process into three distinct steps <Click> What’s the path, get clear on the best ways for your market to find you plenty of testing and measuring to be done here and tons of great tools to help on the market (Hubspot, Maketo, and even well designed wordpress can make a huge difference) <click> next is ripening and lead scoring how will you educate the right peole in the market to choose you and how do you know, based on their behavior that it is time to engage with full-on sales — now empowered by the clarity of the first to steps A/B Campaigns Ripen & Scoring Methodical Engagement

15 Zone 3: Process vs Personality Driven Sales
Predictably & Volume Create a Proven & Repeatable Sales Process Zone: 3 is all about the power of Process Historically just “threw” a salesperson at the problem (felt easier than process) …and it worked for a while….now the ride is over -- and rightful fear over spiraling hard and cultural costs of this ineffective method have many companies stuck wondering what to do… Although mapping your current sales system – and optimizing it takes solid time and attention… it an unavoidable best practice With Process in place — the rigorous but simplified work of harnessing sales muscle to power-up your system With combo of “hard & soft work ( process + People ) is what evaporates the hazy veil that blocks the view of reality in most sales teams with this, efficiency AND effectiveness can grow predictably problems can be spotted and addressed well before they effect sales —————————— xxxxxxxxxx <<What is a story of a fact that will help prove this – probably a Jim Collins kind of “unquestionable” fact??>> Zone 3 — maintaining a process driven system and process design is they easy part — MAINTAINING —is the key word here keeping it solid And when you bing a value like: Process first some will make noise: ( waaah waah you don’t care about people) must get that, process serves people at least the people who are more committed to results than whims and smokescreens —————— XXXXXXX Historically just “threw” a salesperson at the problem (felt easier than process) …and it worked for a while….now the ride is over -- and rightful fear over spiraling hard and cultural costs of this ineffective method have many companies stuck wondering what to do… Although mapping your current sales system – and optimizing it takes solid time and attention… it is unavoidable Now the simple yet rigorous work of harnessing sales maverick muscle to power-up the system With this “hard & soft work -- the smoky veil that clouds the view into sales evaporates efficiency AND effectiveness can grow predictably

16 Example of PRSP

17 What does a PRSP deliver?
Lower costs Higher predictability Higher output/unit

18 Super Salesperson Performance
Result from solid planning & right action It’s a myth that if you had ‘the right’ sales people it would all just work… Planning and the right actions are the recipe for great sales performance… And solid Process is what makes all that possible.

19 Zone 4: Leverage Technology
Utility (on-purpose) Usability (UX) Unifiable (process) Technology can be a godsend or the next problem-set— depending on how you wield it Our three guidelines: Utility - having clarity on the requirements for what this must deliver Usability - UX, user experience — how will it be for your team day-to-day Unifiability - to link teams and processes where that matters One tech that will help solidify and accelerate sales and marketing process is CRM — and even good organizations don’t use it well What that looks like: Solid Lead capture campaigns & nets Prospect self-education flows Social media (when appropriate) Predictive Lead scoring is the business value well utilized tech provides… what do you think would be the impact on offering price for your company if the potential acquiring company could seeing your sales & marketing flows in tech supported systems? faster, more clear sales and marketing action (with predictable scalability) this can also open the door to more ‘out of office time” as owner (focus on dealmaking & enjoying fruits of what you’ve built) ——————— Mark Andreeen said that all businesses will be software businesses (he meant to say all highly profitable ones)

20 Zone 5: Sales Management & Leadership
Improve Sales Management Zone5 Sales management and leadership Big topic, a core thing to keep in mind is Sales Leadership this is a Skill position In math terms: 100% of a $60,000 sales manager ≠ 1/3 of a $180,000 sales manager you may not have an extra quarter mil to throw at this but there are other ways to address this gap See, +5-years of data from Objective Management Group shows that 68% of sales managers are not seen as a value-add by sales reps Take away: critical sales management, true leadership isn’t in the glamorous pep talks or jumping on a plane to land the whale account Few organizations are doing the grueling work of daily accountably and coaching that is a non-negotiable part of being a top sales organization in top orgs: sales managers spend at least 50% of their time coaching individual players (the rest is shared on process, systems, strategy, executive meetings and account support). Given this, what is the critical action for your organization?

21 Zone 6: Improve Individual Salesperson Performance
Habits Communications Skills Fit Commitment Distractibility Doubt S/Mech Scarcity a look at Zone 6 can help you answer that question… Notice this is the final zone face facts, hiring is expensive (and without help, most don’t know how to get above 50% success in hiring) before you go there — make sure you’ve done what you can to assure success of the current team (who have some mkt/institutional knowledge) Then if you do make additions to your team you do it when the new folks are set-up to win and they can learn a great deal from the old team here is a simple powerful thing to keep in mind as far sales culture goes … it may seem like there are an infinite number of learnings that get passed around cultures really there are two: <CLICK> Things that feed poor performance from research into nearly 1MM reps here are the mindset traps you need to deal with And here are the keys to finding and building winning cultures That then dance with and feed the rest of the zones we’ve covered ——————————- Up till now we looked in Zones 1-5 to see where problem are outside your reps kinda Assuming they can be better but are satisfactory NOW we deal with the reps, and the culture what rules in most groups the junk ‘below the line — this is a whole training in it self — but it is all the Improve Salesperson Performance

22 Salesperson A Salesperson B
Also, in hiring here is something to keep in mind… what are the skillets and how do they match the part of the process you are going to have each rep do… Fit the rep to the process, or adult the process to the reps — either way — don’t ignore this Lead Generation 6 Lead Nurturing 10 Closing 4 Lead Generation 6 Lead Nurturing 2 Closing 9

23 Fighting ‘Salesperson Math’
Most salespeople are only good at 1 of 3 (Solomon’s Sales Solution functions) High school science teacher Brains * Beauty = Constant Any salesperson’s abilities top-out: Lead gen + Nurturing + Closing < 20 But the company need +8 on all 3 !!! This is a path to guaranteed growth -- and it takes deep and honest work... hey if it were too easy, everyone’d be wealthy, right. Again, there is plenty of complexity in full planning & execution – and this is what we have been perfecting for decades…in every industry and geography. Given that we only have 15 minutes, I am going to highlight a key distinctions in each one somewhat quickly – then give you time to ask a questions before we wrap…

24 Name Your Email Address Your Telephone
Thank you for your time, please call or me with any questions! me know what questions you have! ————— That wraps up my presentation, do you have any more questions? Would you like to take 10 more minutes to learn more? Does it make sense for us to meet in person before I make an offer– or would you like me to present a full sales-analysis and action plan of your company in 2-weeks (this will require around 90 minutes of your time for data gathering). And in that case I can give you a $1500 analysis and personalized plan for $650 for saving me one trip to you.. I will present the findings to you in two weeks… How do you feel you are doing in these six areas… (satisfied with sales/performance – if not, next 15 minutes is deeper dive and close sale) Let them speak, ask and close the job themselves – go on to next slides if needed…

25 Best Practices Audit: $950
SalesQB Best Practice Audit delivers an in-depth illustration of your strengths, vulnerabilities, and the implementation steps to achieve breakthrough sales growth. NEXT STEPS: More Info: This report will be generated through our proprietary system. This system has been built on decades of business development success with hundreds of business owners across all major industries. The report will stand alone, with clear directives. It will be accompanied by optional customized support. Low-stress, high-performance is what we promise. ——— 1) Preliminary Sale for $500 lite analysis over phone – present in person 2) Selling bigger analysis or just get started Done at your office (Jim…?! we can’t do real-time yet – and longer processing = more work = higher fee) Cost $675?! 90-minute phone info intake > 2-weeks processing > 45 minute present findings Including Your strengths, weaknesses and guaranteed path to breakthrough sales improvement I will send the agreement to your phone now for review and e-signature I will send a reminder to have a check handy in two weeks when we meet and I present the findings Proprietary system X people used, tested, etc FAQs Prybars A e-Signature B 90 minute data gathering C 10-days to generate reports D Presentation of findings


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