lean sales and marketing october 2013

Selling at a Higher Level

@durhamlane #dlsales

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Objectives for this evening’s quick talk

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@durhamlane #dlsales

Challenge you to think differently about sales

Motivate, inspire, energise

Increase your confidence

Increase your sales success

Sales person first, trainer second

Career in sales, management & sales leadership

From micro/SME to global blue-chip clients

£500 - >£3,000,000 contracts

Sales leadership, coaching, development, strategic and solution sales

Blogger, writer, speaker, podcaster

Passionate about promoting Sales as a Profession

Blues guitarist, fly-fisher, runner, non-techie-techie

@durhamlane #dlsales

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durhamlane – 360º Sales Performance Solutions

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Sales Training & Coaching

Outsourced Sales &

Business Development

Sales Recruitment

How we work with you:

Sales ConsultancyDefining strategies to help you win and retain more clients and increase customer satisfaction.

Sales Training & CoachingBespoke high impact training and coaching programmes for sales and non-sales people.

Outsourced Sales & Business DevelopmentOutsourced solutions from market research / lead generation and digital marketing to sales, early stage business development and strategic key account acquisition.

Sales RecruitmentIntroducing high calibre sales professionals to ambitious businesses that want to grow. From graduates to experienced hires.

@durhamlane #dlsales

Sales Consultancy

Some of the Companies Who Pay Our Wages

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@durhamlane #dlsales

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@durhamlane #dlsales

Belief in your product, service, solution

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@durhamlane #dlsales

No-one wants to buy from someone who doesn’t believe in what they are selling

Belief in your product, service, solution

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@durhamlane #dlsales

People prefer to buy from people who are confident, knowledgeable and understand what they (the buyer) needs or is trying to achieve

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@durhamlane #dlsales

‘80% of decisions taken in business are taken for emotional reasons’

- Harvard Business School

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@durhamlane #dlsales

“We’re not going to be vendors any more; we won’t be commoditized; we

refuse to compete exclusively on price. Instead of focusing on features and

price, or selling to gatekeepers who insist on contorting value onto a grid,

we must proactively understand how our customers do business, find ways

to address pressing business issues, and recommend strategic solutions

that improve the way our customers do business. It means stepping away

from a limited focus on departmental solutions in favour of big picture

business value. It means presenting business fit, not product fit.”

Beyond Selling Value, Mark Shonka & Dan Kosch

Time to commit to working another way

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@durhamlane #dlsales

Customer perception is key

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@durhamlane #dlsales

Develop & Maintain the Right Mindset

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@durhamlane #dlsales

Sales Mantra #1

Business Fit. Business Value. Long-term

Relationships

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@durhamlane #dlsales

Sales Mantra #2a

Professional. Humble. Courteous.

Sales Mantra #2b

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@durhamlane #dlsales

Pro-active. Hungry. Ambitious.

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@durhamlane #dlsales

Sales Mantra #3

Be interested to be interesting

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@durhamlane #dlsales

Attention / Awareness

Interest

Desire

Action

People love to buy but hate to be sold to…

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@durhamlane #dlsales

Support your business conversations with

a defined sales process

Selling at a Higher Level – a proven methodology

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@durhamlane #dlsales

Business pain / Solution alignment

@durhamlane #dlsales

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First understand the problem or challenge

… in order to demonstrate we have the right solution

Spend time where you can be most successful

The Magic 35 Qualification toolkit

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@durhamlane #dlsales

Budget

Defined Need

Decision Maker

Decision Criteria

Compelling Event

Timescales

Competition

7 steps to the Magic 35

Criteria Questions to ask

Budget Has budget been put aside? Where does it sit? Who with? How much is available? Flexibility?

Defined Need What problem are you solving? Has the prospect confirmed need to change? Are the likely benefits big enough to create a need?

Decision Maker Who is it? Are you sure?

Decision Criteria What needs to be proved for project to move forwards? Double check. Keep confirming throughout cycle.

Compelling Event Find the compelling event. What’s driving the sale?

Timescales What happens next? What control do you have? Are you checking progress regularly? Can you leave actions?

Competition Not just other suppliers. Can be cost of change, lack of a Defined Need (above), current method okay for now etc.

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@durhamlane #dlsales

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@durhamlane #dlsales

The Magic 35 Qualification

template

Questioning & Qualification go hand in hand

@durhamlane #dlsales

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Use qualification to ask great questions

Ask great questions to accurately qualify

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@durhamlane #dlsales

Sharpen your focus

Be guided by the durhamlane Sales Mantras

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@durhamlane #dlsales

1. Business fit, business value, long-term relationships

2. Professional, humble courteous. Pro-active, hungry, ambitious

3. Be interested to be interesting

4. Under promise, over deliver, overwhelm

5. Quality x Quantity x Consistency = High Performance

6. 24 hours to celebrate or wallow in misery

7. Estimate then validate, never assume

Conversations with purpose – step by step

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@durhamlane #dlsales

3 thoughts to improve your success

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@durhamlane #dlsales

1. Are you Selling at a Higher Level?

2. Be interested to be interesting (Sales Mantra #3)

3. How do you decide where you spend your time?

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@durhamlane #dlsales

MVP coming soon!

Register for access

Lack of customers is the reason most businesses fail –

Steve Blank

Sales is the life-blood of every organisation – durhamlane

Thank you – please get in touch

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@durhamlane #dlsales

richard@durhamlane.co.uk

www.durhamlane.co.uk

@durhamlane

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Selling at a Higher Level