business and technology consulting - rccchurchlifercchurchlife.com/pdf/salespersontoadviser.pdfthe...

Business and Technology Consulting

Marketing and Sales Seminar From Salesperson to Trusted Advisor

May 24, 2016

KasBizTech.com

Who We Are

• Business and Technology Consulting

• Our mission and passion is to assist manufacturing and automotive suppliers to meet their business objectives using technology effectively

• Member of Automation Alley – • industry collaboration to solve common business • bring together small and medium size businesses to collaborate on

innovative technology solutions • Re-brand SE Michigan as technical hub

• Brand/Messaging

“Diving Beneath the Surface”

We'll dive deep to find your business challenges and convert those into opportunities

My Sales

Self Branding

Trusted Advisor

Marketing

Sales Careers

Sales Mgmt.

Resources

• Integrity

• Objectivity

• Competence

• Fairness

• Confidentiality

• Professionalism

• Diligence

Our Commitment to You

Provide you with the

education, tools and

expertise to beef up your

your sales strategy, teams,

and individual performance

Our Mission

Keeping Your Sales Plan in Balance!

Myths of the Sales Profession

• Myth 1 – Great salespeople are fast-talking extroverts • Fact: Most top performers in sales today are better at listening than

talking and are careful never to appear pushy or "hard-sell"

• Myth 2 – Great salespeople can sell anything to anyone

• Fact: The most successful salespeople are usually an expert in their field

• Myth 3 – Great salespeople are hired gun ‘lone rangers’ • Fact: The most successful salespeople know how to ally themselves with

other experts

• Myth 4 – Great salespeople do not negotiate on price • Fact: The most successful salespeople are good negotiators and meet

the client where they’re at, maintaining profit for the company

The most successful salespeople are “L-E-A-N”

Sales Careers

A Variety of Styles for a Variety of Sales Careers

Typical Sales Careers

• Representing a large company, selling business-to-business (B2B)

• Representing your own company or your own services (B2B)

• Consultants are typically salespeople with high degree of competence in a given area

• Account Managers (B2B)

• Retail Sales Business-to-Consumer (B2C)

• Inside Sales or Tele-Sales (B2B or B2C)

• Sales Management and Executives

Home Myths Car TAdv Mktg SMgmt Resc Brand Q&A

Trusted Advisor

Give “Peace of Mind” to your clients!

What benefits would you obtain if your clients trusted

you more?

4 Types of Relationship

* Trusted Advisor, Maister, Green and Galford

Depth of Personal Relationship

Services- based

Needs- based

Relationship- based

Trust- based

Breakdown of the 4 Relationship Types

* Trusted Advisor, Maister, Green and Galford

Focus is on: Energy spent

Client

Receives:

Indicator

of Success:

Service-based Answers,

expertise, input Explaining Information

Timely, High

Quality

Needs-based Business

problem Problem solving Solutions

Problems

resolved

Relationship-based Client

organization Providing insights Ideas

Repeat

Business

Trust-based Individual Understanding Value Broad

Recognition

1. Engage

Development of Trust

2. Listen 3. Frame 4. Envision 5. Commit

1. Engage 2. Listen 3. Frame 4. Envision 5. Commit

When you engage, attention becomes focused, client feels important and you earn the right to discuss

When you listen, you acknowledge and affirm, client feels understood and you gain right to define problem statement

When you frame, you state the root issue, client affirms your claim and client agrees to move forward

When you envision, you sketch out an alternate reality that the client finds interesting and wants to pursue

When you commit, you provide the proposal with business case to gain client concurrence to begin

What steps do you need to take to become a

Trusted Advisor?

Marketing

Marketing “leads” your product or service content

What is Marketing?

• Dictionary: the action or business of promoting and selling products or services, including market research and advertising

• American Marketing Association:

marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large. (Approved July 2013)

• “Instilling the perception in the mind of your customer that you have

the best product or service to meet their needs” (KN)

Key Components to Marketing

• “Messaging” – your brand image or statement that you want to get out

• Your website is your marketing brochure

• Target Audience – who you want to receive your “message”

• Marketing Campaigns – various methods to get your “message” out to your targeted audience

• Advertising • Social Media • Email campaigns

• Lead Generation

• Customer Relationship Management

Tactical Marketing

Example: Marketing and Sales Model

Marketing / Sales Processes

Strategic Marketing

• Marketplace Positioning

• The Corporate

“Message”

• Execute the Strategic Marketing Plan

• Client

Relationships

• Client Needs Analysis

• Proposals / ROI

• Close Business

• Marketing Campaigns

• Lead Generation

Example: Pipeline Process Model

Strategic Marketing /

Vision

Tactical Marketing Campaigns

Lead Funnel

Build the Pipeline

Prospects

Clients

CRM Database

Qualification Process

Proposal Process

It takes 100 leads to create 10 prospects to generate 1 client Close

Example: Best-In-Class Sales Model

Strategic Marketing Message Tactical Marketing Plan with Lead Generation

• Draft plan included

Highly Leveraged “Closer-type” Sales Reps Industry-knowledgeable (client’s industry) Job description available

Easy to use Configuration, Pricing and Finance tools Available Technical Support Easy to use CRM and forecasting tool Easy to use order entry tool (QuickBooks) Sales Assistant available for order fulfillment and

tracking • Job description available

Campaigns to Up-sell and Cross-sell to existing clients

Sales Management

Optimize your sales teams for growth!

Lead Generation / Telesales / Order Entry / Order

Fulfillment / AR

Example: Proposed Organization

Retail / Restaurant

Marketing Specialist

Gov’t / Military

V.P Global Sales and Marketing

Customer Support / Problem

Resolution

Marketing Plan / Lead Generation

Telesales, Order Fulfillment, Order

Tracking, AR

Builders, Constr. & Architects

Utilities, Educ., & Data Center

Inside Sales / Channels

Sales Administrator

T. M. Customer Support

S. G-D.

Hire ASAP

Hire ASAP Hire in 180 days

Industry Expert

Add quota position:

Highly Recommended Resources

• Trusted Advisor, Maister, Green and Galford (2000) • Linkedin.com

Personal Branding

You are your own personal brand!

Branding Yourself

• Become L-E-A-N

• LISTEN

• Develop your EXPERTISE

• ALLY yourself with other experts

• NEGOTIATE win-win

• Become known as a Trusted Advisor by following the 5 step trust model:

• Engage, Listen, Frame, Envision, Commit

• Gain testimonials from your clients and management

• Become an “All Star” on LinkedIn

Become an expert in LinkedIn

(demonstration / discussion)

General Discussion

Thank You!

business and technology consulting - rccchurchlifercchurchlife.com/pdf/salespersontoadviser.pdfthe...

Documents

buying or selling a small business? what you need to know

buying and selling a business tax considerations ·...

57 must-use words for selling any product or business idea...

how seller financing works when buying or selling a business

business selling module-final

a guide to selling your business - hsbc guyerzeller...

selling a small business

kar jjh ten tips and takeaways for buying or selling an...

selling business to business - enterpreneurship program

growth by acquisition or exiting gracefully buying or...

business selling session 13

if you are selling, merging or buying a business, here's...

buying or selling a business + capital raisings

unique selling proposition planner - colorado …...

business to business selling - issa · business to business...

selling to business: 5 more tips -...

business strategies and patent drafting: offensive...

digital marketing. ‣ mar·ket·ing (n) - the action or...

selling in business (fundamental selling)

sell ~ business ads selling business ads maximize your...