quest forum small business · 2015-08-24 · reference list • the art of war: sun tzu. jame...
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Who is QuEST Forum?
Global community of Service Providers, Suppliers & Liaisons
Jointly create, develop and share quality management standards, best practices offerings and industry-leading resources
Develops & maintains TL 9000, an information and communication technologies (ICT) industry quality management system standard
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What Is ?
Created by the QuEST Forum
Globally recognized quality standard, designed to improve communications products: hardware, software and services
Built on ISO 9001 and the eight quality principles
Includes requirements for continual improvement, customer satisfaction and reporting of industry standard measurements
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Improving Sales Funnel Efficiency
QuEST Forum Webinar
August 2015
Jerry Garrett
President &CEO
913-428-4557
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Do You Have A Sales Process?
Can You Answer?
• How do you know you are
winning?
• How do you know you are
losing?
• What do you look for in a
sales campaign?
• What questions do you ask?
• Why have you been
successful?
18 Aug 2015 Company Confidential 6
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Sales Funnel
18 Aug 2015 Company Confidential 7
Suspects
Mission
Prospects
Best Few
Mission: What, Who, Why. Company
Culture.
Suspects: Qualify to Capture Value
Prospects: Known Customers Requiring
Your Service or Solution
Single Sales Objective: Complex Sales
Requiring Action to Move the Project
Forward
“The business decision first, sales decision to follow.”
Ted Dimitriou
Copyright © Miller Heiman, 2002. All rights reserved
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Customer’s Decision Steps
Trusted Advisor
Measure
Results
Implement
Negotiate and
Sign Contracts
Prove the
Concept
Evaluate
Products
Initiate a
Project
Define
Objectives
Assess the Problem/
Opportunity
Problem Solver
Credible Source
Vendor
Copyright © K2 Consulting 2006. All rights reserved.
18 Aug 2015 8
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Management Questions
18 Aug 2015 Company Confidential 9
Copyright © Valkyrie Management Corporation. All rights reserved
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5 Key Questions
18 Aug 2015 Company Confidential 10
Compelling Mechanism: What is the Issue or Reason
That is forcing the customer to make a decision?
Agreed Quantifiable Business Outcome: Your
solution will solve the Customer’s Company
Objective by How Much
Inside Support: Will Someone Represent Your
Solution? Are they influential?
Politics: Are You Aligned with ‘The’
Decision Makers? Show Political Map
Copyright © Valkyrie Management Corporation. All rights reserved
Competitive Position: Do We Have a Temporary
Technical Advantage that Address Customer’s P & L?
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Clarify and Verify Questions
18 Aug 2015 Company Confidential 11
Copyright © Valkyrie Management Corporation. All rights reserved
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Where influence runs in a non-traditional
direction, either upstream, or crosses
departmental boundaries.
Power Lines
Manager
Research &
Development
Director
Sales
President
& CEO
VP
Information
Technology
Director
Marketing
Manager
Sales
Manager
Manufacturing
Manager
Business
Development
Manager
Customer
Service
VP FinanceVP
Operations
Director
Engineering
Manager
Product
Development
V-Design
$ P R R
T V
V P T
R V
E = E = E U P = E U T X E +
D –
A – A =
A C V =
Valkyrie Management Corporation.
Inner
Circle
Political
Base
Defining the Political Map
18 Aug 2015 Company Confidential 12
“Defining the Political Map,” Power Based Selling, Jim Holden.
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18 Aug 2015 Company Confidential 13
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Consider..
Today
• “Elevator Speech”
• High Level Expectations
– Know My Business
– Solve My Problems
– Raise Revenue, Lower Cost
of Business
– Tie your T.T.A. to these
Customer Goals Objectives
• Move the Sale Forward
• Track SSO, Ask Yourself
Why do you Win/Lose
18 Aug 2015 Company Confidential 14
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Consider.. Simple Tools
18 Aug 2015 Company Confidential 15
Master List Bids, Pipeline
• W/L
• Owner
• Segment
• Aging
GAP Sheet, the Few
• 5 questions, Mapping
• Validate
• Focus
Forecast
• Waterfall
• Define Changes
• Measure for Action
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Consider..
Tomorrow
• Sales as a Process
• Objectives
– Which Accounts Should Be
Company Focus
– Establish, Enhance Control
Over These Opportunities
– Improve Forecast Accuracy
– Effectively Close
– Increase Repeat Business
18 Aug 2015 Company Confidential 16
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18 Aug 2015 Company Confidential 17
Bill HoffmanSales [email protected]+1404-580-5407
Date: Adequacy: IDEAL CUSTOMER CRITERIA:
Salesperson:
Account/Prospect: Competition: 1.
Current Volume: 2.
SINGLE SALES OBJECTIVE 3.
Product/Service: 4.
Sales Rev/Units: 5.
Close Date: TOTAL 0
BUYING INFLUENCE ROLES DEGREE OF INFLUENCE M ODE Rating: Rate how w ell your base is covered w ith each
E = Economic H = High G = Grow th NOTE: Win-Results Statement : a short statement of the 'Buying Influence' for this sales objective .
T = Technical M = Medium T = Trouble personal Win that a Buying Influence attains w hen Red Flag: Uncovered Base, New Players/Reorganization, Uncovered Base, New Players/Reorganization,
U = User L = Low EK = Even Keel important measurable business Results are delivered. Uncertainty/Lack of Data
C = Coach OC = Overconfident Strengths: Areas of differentiation; Opportunities to
improve your position
BUYING INFLUENCES INVOLVED BUYING INFLUENCE'S KEY WIN-RESULTS HOW WELL IS BASE COVERED?
Name, Title, Location Role Mode
Win-Results Statement Evidence to support your Rating:Rating:
M atch to Criteria:
-5 to +5Jerry Garrett
Degree
of
Influence
8/11/2015 Updated: 8/11/2015
Total Potential:
My Position Vs. Competition:
Strategic Selling ® Blue Sheet Software
Strategic Analysis
Place in Sales Funnel:
Timing for Priorities:
Copyright © Miller Heiman, 2002. All rights reserved
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I II III
Formal Informal
Frontal
Quantifiable
Business
Outcome
Customer’s
Project or
Problem
Temporary
Technical
Advantage
Customer’s
Political
Agenda
Customer’s
Goals and
Objectives
Product Business Political
WHO?
WHAT?
HOW?
Copyright © Valkyrie Management Corporation. All rights reserved
Strategy, the Art of Winning
Mike KehnertK2 [email protected]+1904-612-3750
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Special Product Company
15 Jul 15 Company Confidential 19
• Patented Passive Cooling Solutions
– Only Approved Repeater Enclosure for
Ethernet over Copper Deployment
• Cabinets, Enclosures
– Design to Build Solutions
– Fiber, Copper Solutions
• Diverse Revenue Stream
– Telephone ‘Blue Chips’
– Tier 2, 3 Phone Companies
– CATV, Transit, Small Cell, Air Traffic
• Private Equity Held
– Founded 1987
– Shawnee, KS
• www.spc.net
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Improving Sales Funnel Efficiency
Jerry Garrett
President & CEO
Special Product Company
Kansas City
18 Aug 2015 Company Confidential 20
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Reference List
• The Art of War: Sun Tzu. Jame Clavell, Bantam Doubleday Bell
Publishing, ISBN 0-385-29985-0
• Strategy, The Art of Winning. Art Jacobs, Valkyrie Management
Corporation.
• Think and Sell Like a CEO. Anthony Parinello. Entrepreneur Press,
ISBN 159918033-2.
• The New Strategic Selling. Stephen E. Heiman and Diane Sanchez,
Warner Books. ISBN 0-446-67346-3
• The One Thing. Gary Keller, Jay Papasan. Bard Press, ISBN 978-1-
885167-77-4
• Power Base Selling. Jim Holden and Ryan Kubacki.
18 Aug 2015 Company Confidential 21
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QUESTIONS & ANSWERS
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