Our Experience

26 years sales experience22 years in behavioral healthcare industryMasters-level licensed therapist Senior-level positions with major healthcare corporationsTop sales professional/team in all positions held

Questions to Help You Identify Your Goals

Do you want to become something different then what you already are? If so what does that entail?What product is the most profitable for your organization?Does your current sales strategy bring the greatest ROI?What industry has the greatest need for your services?Do you generate as much business from each customer as you want?Does the organization structures that are currently in place maximize efficiencies? What percentage of the market does your competition own?Do you really know what your customers want?What is your claim to fame? Does anyone know it?What role do we each play in this change process?

Sales Culture

Selling is no longer a function within the company, but THE

function of the company

EAP Mindset Shifts

Managing Activity Managing Results

Little/No Financial Analysis Knowledge of Financial Parameters

Lack of Strategy Strategic Sales Process

Poor/No Customer Data Customer Database

Inconsistent Sales Reporting Sales Pipeline

Sales Reps Sales Professionals

Sales Managers Sales Coaches

Quick Tips for Success

Identify your Ideal CustomerDetermine your target industry

Review target markets

Name your target customers

Plan your marketing, sales, proposals, and lead generation around your Ideal Customer

The Strategic Targeting Process

Strategic Business Functions

Product Development

Lead Generation

SalesMarketing

Proposal

Account Management/Customer Service

Underwriting

Tools That Back Up Your Philosophy

Departmental methodologies in place

Knowledge (Industry, Company, Job, Product, Territory)

Clear story Hardware Sales goals and target

markets established Database/tracking

system Leads Quarterly “Hit” list

identified Templates (intro.

ltr/email, thank you ltr/email, “Hit” list ltr/email, etc.)

Customer profile sheet Call questionnaire “Proof” sources Demo PowerPoint

presentation Collaterals/sell sheets Product checklist Proposal checklist or

guide for generation Proposal with pricing Contract Sales notification form Reports (weekly, monthly,

quarterly)

Get the Word Out

Direct mail

Telemarketing

Networking

Trade shows

Industry news

Advertising

Press releases

News coverage

Public speaking

Face-to-face selling

Customer service

Website

Community service

Produce and distribute an educational CD/DVD/video

Sales Tool Kit

Business cards

Elevator speech

Sell sheets

Powerful presentations

Proof sources

Client list

Product demonstration

Newsletters

Standard proposals

Templates for letters and emails

Contract

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Consultants vs Brokers

Consultant is an independent agent who usually works fee-for-service.Brokers usually get paid upfront and get a percentage of the sale from both the client and the vendor.Both health and welfare consultants or brokers assist organizations in locating health benefits.

Big 6 Consulting Firms

Hewitt Associates (Lincolnshire, IL)

Marsh & McLennan(New York, NY)

Mercer, Inc.(New York, NY)

PricewaterhouseCoopers(New York, NY)

Towers Perrin(Stamford, CT)

Watson Wyatt Worldwide(Vancouver, BC)

Process

Send out Request for Proposal (RFP)

Complete score sheet

Interview 3 to 5

Conduct finalist presentations with top 3

Notify you with win or lose

Consultant/Broker Needs

Want to look good to the clientWant easy and familiar processBest bargain for the clientQuality and expertiseExperience with large healthcare organizationsLittle to no complaintsQuick responseOne point of contactWant financial and personal rewards

Ask Yourself

Should we work with Consultants/Brokers?

1. Does your ideal customer group commonly use brokers/consultants?

2. Do you have currently have relationships with the brokers?

3. Do you have the specific names of consultants that work with your targeted customers?

Identifying Consultants & Brokers

Purchase consultant/ broker listBegin proposal tracking process.Review history of proposalsCall both national and local firms and obtain namesAsk colleagues and networking resources for names

Getting Their Attention

Trade shows

Offer them trends and industry news

Assist them in improving RFP and RFI system and/or spreadsheet

Offer tickets

Buy lunches

Determine percentage of sales

Questions

Just imagine what we are accomplishing together…

Improved organizational sales processDeveloped sales culture to support organizational goalsEffective sales professionalsStronger sales pipelineShorter sales cyclesIncreased proposal activityFaster revenue growthBetter competitive positioning