data.com connect presents: bill rust - project managing sales pursuits
TRANSCRIPT
Project Manage Sales Pursuits
Bill RustAugust 27, 2015
Project Manage Sales Pursuits
Bill Rust
Project Management for Sales?
If You Can Measure It, You Can Manage It
•Quickly Identify hurdles to winning the deal
•Eliminate and reduce your risks• Increase the probability of your success
Sales Project Management Payoffs
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
“a temporary endeavor undertaken to create a unique product, service
or result”
What is a Project?
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
1. Feasibility• Is it possible?
2. Acquisition• Get it done
What is Step One?Understand what phase are you in
Who needs to support
the project?
Getting Buy In
•What is the scope of the deal?
•How long you will pursue it?
•How much you are willing to spend?
The Iron TriangleUnderstand the “triple constraints”
The Fourth Constraint
•Scope
•Time
•Cost
How can you focus on quality?
What steps do your prospects usually take?
1. Identification of key initiatives2. Definition of requirements3. Evaluation of options4. Selection of a solution5. Resolution of issues and finalization of
contracts6. Implementation of the solution7. Evaluation of success
Aligning Sales with Purchasing
•Align your sales process with their purchasing process
•Present solutions based on their decision criteria
•Spend your time more efficiently and reduce time-wasting activities.
Applying the Iron Triangle
•A – Always•B – Be•C – Closing
The ABCs of Project Management
Questions• Why Sales Project Management?
• What is a Project?
• Feasibility / Execution
• Getting Buy In
• Scope / Time / Cost
• Quality
• Aligning Sales with Purchasing
• The ABCs of Project Management
