build your 2016 sales plan with scott sambucci

+ Build Your 2016 Sales Process

with Scott Sambucci

+Why are we here today?

+1. Grow revenue

+2. Build your sales model

+3. Scale your sales process.

+4. Identify risks…

… and gaps.

+5. Take action

+Rule #1: Share ideas

+Rule #2: Ask questions

+Rule #3: Be honest

+

What problem are you solving?

+ WHY IS THIS IMPORTANT?

+If you don’t know your customer’s problem…

+…you’re a hammer looking for a nail.

+… you’re talking past your customers, not with them.

+But… when you know your customer’s problem…

+… you become a trusted partner.

+…you’ll deal directly with executives & decision-makers.

+…your customers will be more open & honest.

+…they’ll tell you the real problem & the politics involved.

+This will help you…

+…win bigger deals

+…in less time

+ “5 whys” analysis

1.

2.

3.

4.

5.

+

ImproveCoordination

Increase X-Efficiency

Create New Information

Reduce Transaction Costs (Think: Friction)

Key problems worth solving

+A few more problems worth solving…

+Regulatory & Compliance

+Automation & Digitization

+Attracting & Retaining Talent

+Accelerating Innovation

+Voice of the Customer

+Reducing Volatility

+ THE TOOLS YOU NEED

+ Discover “What problem am I solving?” 5 whys analysis

1.

2.

3.

4.

5.

+Ask: “Why is that important to the customer?”

+RECAP: Tools you can use

+ WHY IS THIS IMPORTANT?

+If you’re not focused on who you’re selling to…

+…you can never be perceived as a market expert.

+… you can’t speak with authority to any one customer.

+…you’re a hammer looking for a nail.

+When you focus on an industry and segment…

+…you’ll know more about your customer’s problem than them.

+…you’ll diagnose your customers’ problems more effectively.

+… and then be able prescribe your solution.

+This will help you…

+…become a trusted partner.

+… work by referral.

+…generate inbound leads.

+… earn speaking opportunities. Authority. Voice. Expertise.

(Note: I may or may not be saying something profound…)

+ Buyer Types

+USER BUYER

ECONOMIC BUYER

TECHNICAL BUYER

PRODUCT CHAMPION

+User Buyer

+Economic Buyer

+Technical Buyer

+Product Champion

+USER BUYER

ECONOMIC BUYER

TECHNICAL BUYER

PRODUCT CHAMPION

+ THE TOOLS YOU NEED

+

Why is this important?

+Companies buy answers, not products.

+Executives think: “What can this do for me? How can I put it to work for my business?”

+

“What job is your customers hiring you to do?”

-Clayton Christensen

+

Source: “The SPIN Model,” White paper by Huthwaite Institute. Available online here: http://img.en25.com/Web/Huthwaite/%7B55d0f3f4-051e-4cdf-a25f-97cc3831c383%7D_The_SPIN_Model.pdf

Implied vs Explicit Needs

+How big is the problem?

+ “…when you can measure what you are speaking about, and express it in numbers, you know something about it.”

+4 Reasons why [people at] enterprises buy

+ Revenue

+ Efficiency

- Cost

- Risk

+The Problem…

+Confused people don’t buy.

+You’re a risk to your customer.

+You’re a problem waiting to happen.

+They can’t trust you.

+The Opportunity…

+Small now. Grow later.

+ You have a chance to be different.

+Key Principles

+Think “AND” not “OR.”

+“Send me a proposal…”

+“Send me a proposal…”

+ Build a work plan.

+Give your customers a view of the future.

+ “What happens next?”

The first minute?The first hour?The first day day?The first week?The first month?The first quarter?The first year?

+Milestones

+Putting it all together…

+Identify risks…

… and gaps

+1. Share with your team

+2. Watch for the recording

+3. Book your 1-hour session