coaching eofy conversion webinar slide deck | sales coaching and training | salesitv

Dean Mannix@deanmannix

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Break-up the Timeframes and Clarify Priority Activities

May 5 – May ? May/June ? – June ? June ? – June 30

•  Prospecting •  Re-engaging current

prospects•  Finalise solutions and

pricing•  Engage on contractual

terms•  Do favours•  Build commitments•  Engage other stakeholders•  Test desire to pre-pay

•  Re-engage current prospects face-to-face/ via phone

•  Finalise solutions/ pricing•  Engage on specific

contractual terms•  Build urgency around

relevant and credible time constraints

•  Conversion discussions•  Collecting and chasing

agreements•  Managing delivery/

implementation/ securing payment

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Identify Limiting Beliefs

•  Closing before June 30 will be hard because...

•  Closing this deal before June 30 will be hard because...

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Identify Likelihood of Conversions

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Quantity Level of Commitment

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Coach Re-engagement

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Deliberately Coach and Build Prospect Commitment

•  Define conversion outcomes pre-meeting

•  Define conversion closes pre-meeting

•  Role play setting prospect expectations on pre-June 30 delivery

•  Debrief meetings from conversion/ urgency/ commitment perspective

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Create Visual Urgency

•  Put it on the wall

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•  Individual pipeline meetings fortnightly to test progress

Increase Pipeline Review Frequency

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•  Individual pipeline meetings

•  Team discussion weekly

•  5 Must Ask Questions – Sales Pipeline Review

Increase Pipeline Review Frequency

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Communicate Progress and Activity

•  Individual pipeline meetings

•  Team discussion weekly

•  Share the wins!

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Shorten Timeframes

•  Work in weeks vs. months/quarters

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Shorten Timeframes

•  Work in weeks vs. months/quarters

•  Use the real EOFY close date

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Shorten Timeframes

•  Work in weeks vs. months/quarters

•  Use the real EOFY close date

•  DocuSign agreements

| Supporting Your Conversion Sprint...

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