ten easy ways to improve your sales success - phillip jones
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7/28/2019 Ten Easy Ways to Improve Your Sales Success - Phillip Jones
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Ten Easy Ways To Improve Your Sales Success
Phillip J ones
Vice President, Field Enablement
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Defining Sales Success
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Quota Attainment Faster Progression Higher Close Rates
Forecast Accuracy Bigger Pipeline Relationships
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Defining Easy
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The Ten Easy Ways To Improve Your Sales Success
1. Use your time well
2. Know your competition
3. Understand your customers industry/business
4. Target the highest priority needs
5. Talk to the right people
6. Apply your creativity
7. Establish value and differentiation
8. Know your customers decision-making/buying processes9. Say No
10. Persevere
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Use Your Time Well
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Your most precious asset
Create focus
Plan and prioritize
Manage interruptions
Ask for help
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Use Your Time Well
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I can do it - but I
dont like doing it
PROPOSEI do it, I enjoy it and
I think I do it well
I do it but I know I
dont do it well
I dont like it / I wont
ever do it
Find someone else to do
this with me
Find someone else to teach
me how to do this
Find someone else to do
this forme
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Know Your Competition
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Understand Your Customers Industry / Business
What are the factors influencing their industry?
What is the culture of their organization?
Who do they compete with?
What are their top initiatives and goals?
Have you conducted a walk-through of their current operation?
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Target The Highest Priority Needs
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Talk To The Right People
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Users
ApproversDecisionMaker
Recommenders
Evaluators
Administrators
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Talk To The Right People
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Execut ives are harder to access
There are not as many of them
Theyre busy
They travel
They juggle priorities
They move jobs more frequently
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Talk To The Right People
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But we need to get to them
They make decisions
They assign the resources
They have the money
They need our help
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Establish Value and Differentiation
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Establish Value and Differentiation
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All Safe Insurance Group - Claims Optimization Project ( Mobile Claims )
200
300
400
500
600
700
800
Year 1 Year 2 Year 3
CRA Product ivit y IT Resources
Return on Investment
(Net Savings In First Three Years)
Business Value
Capture market share and grow revenuesthrough first-mover innovation
Improve customer satisfaction and loyalty
Lower costs by increasing the productivity of
claims workers and decreasing IT workloadCompliance with government regulations
Key Features and Benefits
Reduce manual indexing of incoming documents
Increase customer self-service optionsIncrease the work that can be processed withoutmanual intervention
Ability to track all active claims
Real-time management information
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Know Your Customers Decision-Making/Buying Processes
Participants
Roles
Priorities
Timelines
Deadlines
Dependencies
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Say No
To opportunities that are not a good fit
To deals that are not worth the effort
To prospects who base their buying decisions on price
To prospects who wont let you walk-through their operations
To POCs not tied to clear procurement milestones
To unreasonable discounts or concessions
To deals that you wouldnt buy
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Persevere
Practice patience and persistence
Take small bites out of big goals
Dont fear mistakes
Learn from your set-backs
Dont personalize rejection
Productive attitudes and behaviors
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Thank you.
Phillip J onesVice President, Field Enablement
Phone: +1-949-375-3523
Email: phillip.jones@kofax.com
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