1. Methods, Tools, and Skills The Path to Win-Win in Business Alliances NAPM Utah Salt Lake City 14 January, 2010 Randy A. Wardwell VP Sales Financial Services Credit Solutions Group Davis + Henderson LTD

2. Procurements traditional, “preferred” approach to dealing with salespeople Oxymoron or Genius??!! Oxymoron or Genius??!!

3. MethodsorProcess To increase the likelihood of success

4. It's all about standing out... No process The disciplined, process-oriented professional

5. Why a Sales Process?? 1.To Reduce Sales Cycles 2.To Improve Close Ratios 3.More Repeat Business 4.To drive to Win/Win

6. The Miller Heiman Sales System TM Our Framework: To help clients uncover sales performance and sales force productivity issues; and To define, prioritize and track improvement initiatives. The Miller Heiman Sales System TM

7. Key ideas:  Identify the elements of Strategic Analysis  Develop an ongoing process for: — Analyzing sales opportunities — Setting effective strategies — Managing and tracking sales objectives  Common process and language to manage primary sales opportunities Strategic Selling ® helps organizations and individuals develop comprehensive deal strategies to win complex sales. Strategic Selling ® Miller Heiman Sales System Create Opportunities  Manage Opportunities Manage Relationships People Reinforcement & Support Management Execution

8. Key Focus of Strategic Selling®:  Creating Single Sales Objective  ID Red Flags  ID All Buying Influences, Role, Influence, Mode and Rating  Develop a Strategy for Each Buying Influence  Gauge Your Competitive Position  Create a Coach for the Sales Process  Insure Access to the Economic Buyer  Brainstorm an Action Plan  Create a “Best Action Plan” Strategic Selling ®

9. People Win in their own ways Your personal Win is different from each Buying Influence’s personal Win Categories of Buying Influences tend to look for similar business Results, but each Wins in a personal way Win-Results

10. Key ideas:  Develop a reliable individual and team process for planning, conducting, and assessing sales calls  Develop a communication that is focused on solving the needs of the Buying Influence and what they are trying to: — Fix — Accomplish — Avoid  Learn a common language for discussing sales calls Conceptual Selling ® helps organizations and individuals sell more effectively by aligning the way they sell to the way their customers buy. Conceptual Selling ® Miller Heiman Sales System  Create Opportunities Manage Opportunities  Manage Relationships People Reinforcement & Support Management Execution

11. Key Focus of Conceptual Selling®:  Creating Single Sales Objective  ID Red Flags  ID Buying Influence’s Concept  Craft Valid Business Reason for Each Call  Build Best Action Commitment  ID Minimum Acceptable Action  Create Question Types & Sequences  Build Credibility  Test for Basic Issues  Practice Joint Venture Selling Conceptual Selling ®

12. Joint Venture Selling is a process that begins with: Understanding the Buying Influence’s Concept Presenting your product, service, or solution as it relates to the Concept Joint Venture Sales Approach

13. Joint Venture Selling Process

14. Tools To increase the likelihood of success

15. Tools Research Tools Strategy and Planning Tools Third Party Partnerships

16. Research Tools Hoovers Jigsaw LinkedIn Salesforce.com

17. Strategy and Planning Tools Blue Sheet Green Sheet

18. 18 Miller Heiman Strategic Selling ® Blue Sheet What are we proposing to sell? What is our current position? Is the prospect a good match for what we offer? How do I rate each buying influence, and how do I know this is an accurate rating? What does each buying influence get out of what I’m proposing? Who are the buying influences, their roles, openness to change, and level of influence? What are those factors that strengthen my position, and what are those things I need to fix or neutralize? What are some possible actions we could take to strengthen our position? What information do we need, and what are the best actions to take, who will do them, and when?

19. Miller Heiman Conceptual Selling ® Green Sheet 19 What is the customer is trying to fix, accomplish, or avoid? What we are proposing to sell? Expected outcome of the sales call Why the customer should meet with you? Differentiating your solution Developing the proper questions and sequence for a productive sales call Developing the proper questions to move the sale forward

20. Third Party Partners Yodlee IBM CAST Meta Accenture Oracle/Sun Iontas

21. Skills To increase the likelihood of success

22. Skills Listen, Listen, Listen (70/30 reversal) Golden Silence Do what you say you will Tell the truth – always even when it hurts Always look for their Win while securing yours

23. MAKE A DIFFERENCE BRAND CORE VALUES Integrity Character Traits can become Business Skills

24. Thank You!!!