successbydesign_high performance selling(v.2.112016_mm)
TRANSCRIPT
SuccessByDesignHigh Performance Selling
Michael McMillan, Founder & CEO
Objective
Discover your pure sales position and use it as the foundation to design a high velocity sales strategy and team.
So where do we start?
In-depth competitive analysis Commercial Data Sources Print Advertising Secret Shopping Public Records Social Media Internet
Learning your current sales process Sales Deck Sales Support Assets Recorded Pitches Speak to Current &
Former Customers Secret Shop Team
Objection & Rebuttals CRM and Pipeline Sales Reports
Meet with your team1 Day1 Objective1 Outcome
Designing the Sale Pitch Our Team Client Lifecycle S.W.O.T. Analysis Buyer/Influencer/
Negative Personas Gathering Objections
Formulating Rebuttals
Verticals That Convert
Crafting a Real Pipeline
Measurements and goals that work Owners Board of Directors Executives Management Sales Team
Crafting a team Team Structure Hiring Profile & Vetting Compensation Strategy Onboarding Plan Mentoring & Coaching Strategy
What’s in the box? Ideal Customer
Profile Sales Strategy &
Process Sales Presentation A Pitch That Converts Objection & Rebuttal
Database Pipeline & Reporting
Design Sales Team Design Hiring & Training Plan
VelocityQuarterly
Sales Manifesto Strategy Meetings
MonthlyPipeline AuditsAccountability
MomentumBi-Annual
Sales Manifesto Strategy Meetings
AcceleratorSingle
Sales Manifesto Strategy Meeting
How fast will you grow?
