Learning to catch the big fish!

PRESALES ROLE

PiqueDiscoveryDemo’s

Solution DefinitionImplementation Proposal

White PapersWebinars

Training othersBuilding Content

TrendsLong Term product needs

Business Requirements

ComfortCompetenceNew Learning

LimitDissasitisfiedNew Vision Creation

TensionOptionsAnalysis

Re-LearningGaining UnderstandingNew Vision Creation

What is a The Client Cycle?Replacement Cycles are 1nce every 5-7 years

RESEARCH

4Advent Proprietary Information, 2005.

People Talk – Starts priorAnd during discussions with us

Active Search

Clients

Prospects

VendorInfluencers

UnbiasedInfluencers

Sales Team Marketing Events Press

Presales role

EDUCATE CONSULT

IDENTIFYVALUE INFORM

Presales role

Always know your meeting objective – have a maximum and minimum goal for each meeting.

Every meeting should end with something for you to do – and something for them to do

Qualify0 – 10%

Position20-30%

Diagnostic30 – 80%

Proposal80 – 90%

Commit90-100%

TensionOptionsAnalysis

RESEARCH

YES Find Pique

AnalysisDemonstrationBroadcast Back SDD

PSE Transition

Qualification

PURPOSE

Pre-conditions

Post Conditions

• To Qualify the Opportunity• To reduce risk of a bad sale

• To set up a meeting with key decision makers

• Opportunity and Product identified• Sales Person Assigned

• Marketing or Lead tracked

• Call with Prospect / influencer / consulting firm•Applications and Budget determined• Executive Sponsor confirmed

• Meeting scheduled• Close date estimated

DEFINING THE PROSPECTMINIMUM REQUIREMENTS TO MOVE FORWARD

Cannot move beyond 20% of the sales process Without the following information

-Company type / size / strategy-- Has budget and meets our model – we can service

- Is looking to buy in 6-9 months or 9-14 for large prospects- You know the business problem they are trying to Solve- You have identified the sponsor and have a meeting set

- You have a plan

•Sometimes to get the above you must buy credibility•If you do a pique without the above – you must have this by end of your pique – it’s a go / no go on further activity

Position

PURPOSE

Pre-conditions

Post Conditions

• To Highlight benefits of the solution to like clients• Get agreement on steps / process / timing (go / no go)

• Gain Competitive edge

• Opportunity Qualified• Deal Review complete with agreement to move forward

• Prospect has accepted discovery process • Contacts received for wider audience• Agreed on key business problems

IDENTIFICATION and INTEPRETATION OF NEEDS

Logical Feature, Function, Platform, Price

Fear, Risk, Control, Looking Good, PainEmotional

At this stage, you should act as a consultant rather than as a sales person. Key Objectives are to identify the customer’s problems and needs. After that, you should find out the value the customer places on the solution. Discover their explicit needs and confirm those needs.

MAN TO MAN

DAY IN THE LIFE

ASK HOW THEY DO IT TODAY

BLUE SKY

LINKAGE TO OTHERS PAINS

GATHER QUOTES

2

3

42IDENTIFICATION and INTEPRETATION OF NEEDSHANDY TOOLS:

When you ask a question – and they are answering – nod – when they stop, keep taking notes – wait two seconds while nodding your head. Human instinct is to share more – uncomfortable silences lead to them sharing more information!

IDENTIFICATION and INTEPRETATION OF NEEDS

Peoples attention spans are between 30 and 60 seconds. When asked a question and responding – restate the question – add a related component, respond with a client story – and when done – pose another open ended question!

Once you know the pain chains – boil them down to 3 core concepts that matter. Always relate your stories back to these 3 items – people will remember your three key items over anything else.

IDENTIFICATION and INTEPRETATION OF NEEDS

Logical Feature, Function, Platform, Price

Fear, Risk, Control, Looking Good, PainEmotional

Each time someone mentions offside app, lengthy process, difficulty – you should ask how that impacts the rest of the organization. Identify the client of each person – is the Trader the client of the trade liasion – ask the traders opinion of what they’d like – play back messages.

MAN TO MAN

DAY IN THE LIFE

ASK HOW THEY DO IT TODAY

BLUE SKY

LINKAGE TO OTHERS PAINS

GATHER QUOTES

DIAGNOSTIC

PURPOSE

Pre-conditions

Post Conditions

• To Reduce the risk of the project complexity of the project • To gather the detail to size and understand scope of the

implementation

• Opportunity and Products identified• Understanding of the client environment, goals, phasing

• Solution Definition Document largely complete

• Solution Definition Document approved• Services Estimate and Model Agreed

• Project Management Communication / Executive Sponsor Assigned

Defining the solution

PURPOSE

STRUCTURE

USAGE

• To provide data linking pains to benefits for executives at a firm•For them to share internally – and when selling people you don’t see•To provide Services with an understanding of what was sold, red lights,

gotcha’s•To help RM’s map to changes

• Executive summary mapping key benefits to their challenges• Architecture / Footprint proposed mapped to current state

• Any unique items – reports, setup, structure

• Sales assist with the Exec Summary which should be the same as their Proposal summary (Value / Product)

• Services to build the PSE and confirm during IPW• Firmwide in Tamale to search – i.e.: All firms with UCITS funds, or

all firms that required MIFID customization

DIAGNOSTIC

PEOPLE

POWER

POLITICS

• When talking to people – understand their place in the organization

• Who is involved –who reviews, who approves – who is secretly powerful

• Understand who is voting• If you have their vote – move on to the next

• Ask how OTHERS will vote – you get more honest answers

• Who is a +5, who is a -5• What is the power in the organization – if you don’t have

access to a key individual – you aren’t winning