presents solution selling ® for 1995-2004 tech.sell corporation. all rights reserved. tech.sell is...

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Solution SellingSolution Selling®® for for

1995-2004 Tech.Sell Corporation. All rights reserved. Tech.Sell is a registered trademark of the Tech.Sell Corporation. ©1985-2003 Solution Selling Inc., All rights reserved. Solution Selling® and Situational Fluency Prompter® are registered trademarks and service marks of Solution Selling, Inc. 9 Block Vision Processing Model™, Pain Chains™, Pain Sheets™, Pipeline Milestone Worksheet™ are trademarks and service marks of Solution Selling Inc. All other referenced marks are those of their respective owners.

The first 30 days after training can make or break your program.

Use It or Lose It!

Participants in sales training forget half of what they learn within five weeks.

"Without regular reinforcement, sales training's half life is a median of just 5.1 weeks…"

survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International

SPI Senior Consultant Bob McGarrah.

Weaknesses of Traditional Sales Training

• Lack of post training implementation 55%

• Lack of management support 32%

• Lack of measurable results

39%

• Lack of refresher course materials 31%survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International

Effective Means of Reinforcement

• Review & Coaching with Manager 46%

• Technology Reinforcement (CRM) 33%

survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International

Solution SellingSolution Selling®® forfor

A complete environment to build the Solution Selling®® habit.

•Easy to learn and use

•Supports all aspects of

•Real time measurement

•Coaching tools for managers

•Paperless reporting

Solution SellingSolution Selling®® forfor

Built on GoldMine by Tech.Sell®Built on GoldMine by Tech.Sell®

Features:

• Complete contact

management

• Shared calendar

• E-mail client

• Complete contact history

• Follow up system

• Communication Templates

• Links to Outlook and PDAs

• Proven performance

• 1.6 Million Users

Worldwide

Solution Selling® for GoldMineSolution Selling® for GoldMine

Features:

• Customized Contact Screen

• Automated Pipeline Milestone

Tracking

• Automated Forecast Updates

• Automated Follow up

• Communication Templates & Job

Aids

• Complete Solution Seller’s

Toolbox

• Reports to Track & Measure

Customized Contact Profile ScreenCustomized Contact Profile Screen

One place for:• Contact

information

• Opportunity Info

• Pipeline Info

• Sales Cycle Info

• Additional

Contacts

• Pending Activities

• Complete History

•Including e-mail

• All Documents

• Org Chart

• All info shared and

synchronized*

*With optional GoldSync

Using SSGM is EasyUsing SSGM is Easy

Simple Steps to Success

1.Enter Opportunity2.Set Close Date 3.Enter Potential 4.Complete Milestones

SSGMAutomatically Updates

• Stage• Probability • Forecast $• Dates in Pipeline

Screen.

Stages

Milestones

Automatically Track Pipeline MilestonesAutomatically Track Pipeline Milestones

As milestones are achieved, results and completion dates are captured in the Pipeline Milestone Tab.

Information is also available in hard copy report form.

Automatically Track Cycle TimesAutomatically Track Cycle Times

As stages are reached, cycle times are tracked.

Information is also available in hard copy report form.

Capture Pain Chain InfoCapture Pain Chain Info

Automated Follow UpAutomated Follow Up

Schedule Complete

FOLLOW UP!

SS for GM makes it easy to plan calls, appointments and tasks. When the event is complete, enter your notes and follow up reminders. You will be prompted to schedule a follow up activity – AUTOMATICALLY!

Communication TemplatesCommunication TemplatesFast Follow-ups, Targeted Blasts

• 18 E-mail and MS Word linked templates

• Simple and fast follow up supports the Solution Selling® Process*.

• Send to one contact or a targeted group

• Consistent high quality image and approved content

• Documents and e-mails automatically become part of contact history for easy access.Integrated e-mail client

*Template masters require final personalization to your company.

Seller’s Toolbox

• Complete Solution Selling® resource

• Over 40 tools and tips to keep you on track with the Solution Selling Process.

• PDF Attachments

• Word Templates

• Value Proposition™ Spreadsheet

• Pain Chain™

• 9-Block Vision Processing Model™

• Much More

Solution Seller’s Toolbox –What you need when you need it!Solution Seller’s Toolbox –What you need when you need it!

The Manager’s ToolkitThe Manager’s Toolkit

What gets measured gets done!

More than 20 specially designed reports track and measure performance consistently and accurately.

Solution SellingSolution Selling®® for for GoldMineGoldMine®®

Management ToolsManagement ToolsReports to-Reports to-

Manage the PipelineManage the Pipeline

Measure ActivityMeasure Activity

Track Marketing Track Marketing InformationInformation

Deliver Contact Deliver Contact InformationInformation

00-Pipeline Funnel Company -01-Pipeline Funnel by RepProvides a summary of all opportunities in each of the “sales” stages along with a grand total. Run it weekly and compare results.

00-Pipeline Funnel Company -01-Pipeline Funnel by RepProvides a summary of all opportunities in each of the “sales” stages along with a grand total. Run it weekly and compare results.


*02-03-*Pipeline Milestones Worksheet Company/RepSorted by Client Name, provides a checklist of Milestones achieved through the current date. Rep version lists and breaks by sales rep. Run it weekly.

*02-03-*Pipeline Milestones Worksheet Company/RepSorted by Client Name, provides a checklist of Milestones achieved through the current date. Rep version lists and breaks by sales rep. Run it weekly.


04-05-Opportunity Worksheet By Company–By Rep

Worksheet for sellers and manager. Lists every opportunity. Grouped by stage. Sorted by milestone. 3 sections provide critical information:

•Contact Info – Company, contact, phone etc.

Opportunity Info – Project/Product name, value, probability, forecast amount, close date, Milestone, Source

Activity – Last contact date, next scheduled follow-up call date, next step, number of days since last contact.

This report will keep you on top of every opportunity and prevent dollars from leaking through the cracks.

Reps run everyday. Managers run weekly

04-05-Opportunity Worksheet By Company–By Rep

Worksheet for sellers and manager. Lists every opportunity. Grouped by stage. Sorted by milestone. 3 sections provide critical information:

•Contact Info – Company, contact, phone etc.

Opportunity Info – Project/Product name, value, probability, forecast amount, close date, Milestone, Source

Activity – Last contact date, next scheduled follow-up call date, next step, number of days since last contact.

This report will keep you on top of every opportunity and prevent dollars from leaking through the cracks.

Reps run everyday. Managers run weekly

Solution SellingSolution Selling®® for GoldMine for GoldMine®®

*07-*Sales Cycle Report Company Gives a breakdown of the cycle time of each opportunity from “In territory” date to “Signed Documents” WON date. .

*07-*Sales Cycle Report Company Gives a breakdown of the cycle time of each opportunity from “In territory” date to “Signed Documents” WON date. .


11-What’s Changed Report

Quickly see just what’s changed during the time period you choose. Tracks changes in the

•MilestoneStagePotential $Close DateRepContact Type

11-What’s Changed Report

Quickly see just what’s changed during the time period you choose. Tracks changes in the

•MilestoneStagePotential $Close DateRepContact Type


Management ToolsManagement ToolsReportsReports

Measuring ActivityMeasuring Activity


12-The Electronic Call Report

One of our most popular reports – eliminates the old paper call report mess.

Great for reps to see what’s happened in their territory while they’ve been out of touch;

Great for managers to see what’s gone in all territories.

Can be generated by all contacts, one contact and anything in-between.Prompts you for a date range.

12-The Electronic Call Report

One of our most popular reports – eliminates the old paper call report mess.

Great for reps to see what’s happened in their territory while they’ve been out of touch;

Great for managers to see what’s gone in all territories.

Can be generated by all contacts, one contact and anything in-between.Prompts you for a date range.


16-Completed Activity–Quick Look

How do you know who’s participating in your CRM program? Get the stragglers back on track quickly!

Sorted by user, this report focuses on the total number of completed Appointments, Phone Calls and Next Actions – in the date range you specified

16-Completed Activity–Quick Look

How do you know who’s participating in your CRM program? Get the stragglers back on track quickly!

Sorted by user, this report focuses on the total number of completed Appointments, Phone Calls and Next Actions – in the date range you specified


18-New Contacts CreatedWhat new contacts have been added to your database? Enter a date range (last week, last month) and see your new accounts listed by sales rep. Make sure you have a call back set.

Report sorts by rep. See what new businesses your team is working on.

18-New Contacts CreatedWhat new contacts have been added to your database? Enter a date range (last week, last month) and see your new accounts listed by sales rep. Make sure you have a call back set.

Report sorts by rep. See what new businesses your team is working on.


Management ToolsManagement ToolsReportsReports

Marketing InformationMarketing Information

Contact InformationContact Information


20-Leads by Source ListingAre your marketing investments paying off?

Report sorts and breaks by lead source. See the number and value of all opportunities generated by marketing source.

20-Leads by Source ListingAre your marketing investments paying off?

Report sorts and breaks by lead source. See the number and value of all opportunities generated by marketing source.


21-Customer Profile

Complete instant snapshot of all account info. A great report to take with you on a face-to-face meeting. Provides all information about that contact including:

Complete Milestone

DetailSecondary contactsPending ActivitiesComplete History Document linksNotes

21-Customer Profile

Complete instant snapshot of all account info. A great report to take with you on a face-to-face meeting. Provides all information about that contact including:

Complete Milestone

DetailSecondary contactsPending ActivitiesComplete History Document linksNotes


NEW –Daily Field PlanningSometime paper works better. Also a great report for reps who can’t/won’t enter info in laptop. Can be managed by an sales admin who updates Gm and reprints the planner.Work your dayEnter notes Plan your next stepEnter in GM when you canReprint your next planner.

NEW –Daily Field PlanningSometime paper works better. Also a great report for reps who can’t/won’t enter info in laptop. Can be managed by an sales admin who updates Gm and reprints the planner.Work your dayEnter notes Plan your next stepEnter in GM when you canReprint your next planner.

When you just need a paper planner!When you just need a paper planner!

Sales people rarely spend their lives behind a desk.

GoldSync* Server to Undocked Remotes

iGoldMine* – Browser Based Access

PDA Sync- Sync with Palm and Pocket Pc

Office Office NetworkNetwork

Remote UserRemote User

SynchroniSynchronizeze

Inside outside -- Staying ConnectedInside outside -- Staying Connected

*Indicates optional serviceGoldSync license- included in CE

Support & TrainingSupport & Training

Consulting

Integration

Installation

Support

Training

Onsite Training

Live Web

Training

Manager

Coaching

Support

Over 10 years

experience in SFA

and GoldMine

Insuring Your Investment

Creating Simple Solutions People Can Use

847-526-7911

presents solution selling ® for 1995-2004 tech.sell corporation. all rights reserved. tech.sell is...

Documents

sales professionals

track measure slide

optional goldsync slide

pipeline milestones

capture pain chain info

pipeline screen

complete milestones

complete environment