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Sales Acceleration Are Your Sales And Marketing Teams Ready? Witty Parrot Webinar June 2, 2015

 

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How do you

differentiate and rise above the competition?

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What is buying?

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“Getting information pushes at the two constraints everyone faces: it takes time and costs money. Making sound decisions fast and at a low cost is a competitive advantage everywhere.” —GEOFFREY COLVIN, Talent is Overrated

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Customers want to make decisions RESEARCH SHOWS

40% faster

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Buying Quickly gathering information to make informed purchase decisions at a low cost

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What is selling?

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“We don’t make money when we sell things; we make money when we help customers make purchase decisions.” —JEFF BEZOS, CEO, Amazon, Inc.

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Sales Helping customers make fast and favorable purchase decisions at a low cost

$

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Customers don’t buy you.

They buy what you can do for them.

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Amp Up Your Sales Strategy:

Sell Faster

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Two pre-requisites to sell faster

Well-defined & documented sales processes

1 Metrics for customer-facing sales processes

2

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72%

–ZERO-TIME SELLING; SALES PROCESS ASSESSMENT

of companies have not documented their sales process

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Document key sales processes Show all steps and duration of steps

Prospect

Prospect Prospect

email Social Inbound Phone

Marketing Reception Auto Attendant

Sales Admin

Sales Mgr.

Sales

Channel Sales Direct Sales Sales Mgr.

Sales

Sales Admin

Prospect Prospect

DAY 1

DAY 2

DAY 3

DAY 4

DAY 5 Resellers

Sales Mgr.

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To accelerate your sales you must measure what matters Lead follow-up

Responsiveness to all customer questions

Customer Support response

Voice mail response

Email response

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Homework #1: Map one sales process & metric

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Map one sales process & metric Document one customer-facing sales process in detail

Define a metric & fine-tune process

Weekly: Review metric data

Monthly: Refine your sales process

Quarterly: Document new process

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Amp Up Your Sales Strategy:

Sell with experts who can help the customer buy

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Customers want to make decisions REMEMBER THIS?

40% faster

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“When we look at the buying process for “Mobile Devices, Apps, Platforms, & Management Software” our research tells us that for all of the people involved in the Discover stage of the buyer’s journey, the Sales rep in person is the fifth most influential channel –behind Peers, Tech Analysts, IT Forums and Tech Pubs.  And, if we look at just one stakeholder, the CIO, for that same product category, at the same stage, we find that Sale rep in person doesn’t make the top ten.” Forrester Business Technographics Global Priorities & Journey Survey, 2014

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What buyers need from sellers:

Knowledge, insights, expertise & acumen

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What do buyers need to buy your product?

GENERALISTS

UNDERSTANDING

CON

TEXT

Facts

Value Prop

Expertise

Insights

SPECIALISTS

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Rate customer & your sales team

Which quadrant matches your customers? Do your sales capabilities align with your customers’ needs?

PRODUCT KNOWLEDGE & INDUSTRY EXPERTISE

SALES EXPERIENCE

1 4

2 3

Substantial product knowledge and industry expertise

Minimal product knowledge and industry expertise

Proven sales track record Minimal sales experience

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Homework #2: Personal Improvement Plan

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Personal Improvement Plan

Write a job description for sales positions based on your buyers’ needs Identify where your salespeople are not aligned with your customers Invest at least 1 hour of sales time per week (2.5%) Books, blogs, webinars Internal experts & resources

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Amp Up Your Sales Strategy: Execute a Value Plan to make every sales touch count.

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What is

in selling?

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Information that moves the prospect at least

one step forward in their buying process

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Examples of value

UNDERSTANDING

CON

TEXT

Data

Value Prop

Expertise

Insights

PRODUCT DATA

FEATURES & BENEFITS

VALUE PROPOSITION

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Examples of value

QUESTIONS: Defining the problem Shaping the buying vision CONTEXT: White papers Industry & market reports INSIGHTS: Case studies/sales stories Independent experts

UNDERSTANDING

CON

TEXT

Data

Value Prop

Expertise

Insights

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Customers exchange their time

for value

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STOP Every sales touch must have a value plan. If it doesn’t, just don’t do it.

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Homework #3: Value Plan for every touch

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Coach or create a Value Plan for every sales touch

Invest 2 minutes to make every sales touch count

Establish value goal: what value will you deliver?

Define outcomes for every touch: what is the next step?

Prepare, practice & rehearse

Don’t waste their time. Or yours.

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The Daily Question QUESTION TO ASK ABOUT EVERY QUALIFIED PROSPECT EVERY DAY:

What value can we deliver today that will help the prospect move at least one step closer to making a decision?

?

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SERVICES: Coaching, Workshops, Speaking -Management Sales Coaching -Sales Acceleration Process -Value-based Selling -C-Level Sales Mastermind -Online Sales Education CONTACT: andy@andypaul.com www.andypaul.com (619) 980-4002

AUTHOR SPEAKER

SALES EXPERT

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AUTHOR SPEAKER

SALES EXPERT

Amazon Best-Seller; Top 20 Most Highly Rated Sales Books

Of All Time

Amazon Best Seller; Top 3 Sales & Mktg.

Books of 2011 Sales Acceleration Education Online, Interactive Video,

Self-paced

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Questions?