the big sales factory

Download The Big Sales Factory

Post on 18-Nov-2014

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Are you looking to double the size of your company? Have your sales been stalled or even declining for the last year and a half? Then "Building the Big Sale Factory" may be just what you need to kick start your sales and put you on the path to landing your biggest deal ever! Hunt Big Sales founder and CEO Tom Searcy has helped companies around the world unlock explosive growth through large-account selling. Check out his presentation to learn how!

TRANSCRIPT

  • 1. Building The Big Sales Factory
  • 2. Welcome!
    • Today is about The Big Sale Factory
    • What, why and most importantly HOW
    • 5 Best Principles
    • What you can do to build your own
    • Self-Audit How do you score
  • 3. Quick Shout Out
  • 4. What is a Big Sale?
  • 5. What is a Big Sale?
  • 6. What is a Big Sale?
  • 7. What is a Big Sale?
  • 8. What is a Big Sale?
  • 9. What is a Big Sale?
  • 10. What is a Big Sale?
  • 11. What is a Big Sale?
    • Bigger size
    • More complexity
    • Changes you
    • Different process
    • More buyers
    • Different reasons
  • 12. Why do we want big sales?
  • 13. Why do we want Big Sales? ?
  • 14. Why do we want Big Sales? ?
  • 15. Why do we want Big Sales? ?
  • 16. Why do we want Big Sales? ?
  • 17. Why do we want Big Sales?
    • Change us
    • Grow faster
    • Cross no mans land
    • More opportunity for your people
    • Land other big sales
  • 18. What is The Big Sale Factory?
  • 19. What is The Big Sale Factory? ?
  • 20. What is The Big Sale Factory? ?
  • 21. What is The Big Sale Factory? ?
  • 22. What is The Big Sale Factory? ?
  • 23. What is The Big Sale Factory?
    • Craftsmen
    • Guild
    • Industrial Revolution
    • Lean Manufacturing
  • 24. Principles of Lean Manufacturing
    • Start with end in mind
  • 25. Principles of Lean Manufacturing
    • Start with end in mind
    • Quality measured at every step
  • 26. Principles of Lean Manufacturing
    • Start with end in mind
    • Quality measured at every step
    • Squeeze out waste at every step
  • 27. Principles of Lean Manufacturing
    • Start with end in mind
    • Quality measured at every step
    • Squeeze out waste at every step
    • Focus on process rather than people
  • 28. Lets build The Big Sale Factory
    • 5 Key Principles
  • 29. Lets build The Big Sale Factory
    • 5 Key Shifts in Sales Principles
    • Focus vs. Numbers Game
  • 30. Lets build The Big Sale Factory
    • 5 Key Shifts in Sales Principles
    • Focus vs. Numbers Game
    • Process vs. People
  • 31. Lets build The Big Sale Factory
    • 5 Key Shifts in Sales Principles
    • Focus vs. Numbers Game
    • Process vs. People
    • Organizationship Selling vs. Relationship Selling
  • 32. Lets build The Big Sale Factory
    • 5 Key Shifts in Sales Principles
    • Focus vs. Numbers Game
    • Process vs. People
    • Organizationship Selling vs. Relationship Selling
    • Strategy Driven vs. Luck Driven
  • 33. Lets build The Big Sale Factory
    • 5 Key Shifts in Sales Principles
    • Focus vs. Numbers Game
    • Process vs. People
    • Organizationship Selling vs. Relationship Selling
    • Strategy Driven vs. Luck Driven
    • Business Solutions vs. Iron Triangle
  • 34. Best Practices of The Big Sales Factory
  • 35.
    • Focus
    • vs.
    • The Numbers Game
    Best Practice #1
  • 36. Numbers means
  • 37. Numbers means
  • 38. Numbers means
  • 39. Numbers means
  • 40. Numbers means
    • Input focused
  • 41. Numbers means
    • Input focused
    • More is better
  • 42. Numbers means
    • Input focused
    • More is better
    • Activity = Productivity.NOT
  • 43. Numbers means
    • Input focused
    • More is better
    • Activity = Productivity.NOT
    • Creates fiction authors
  • 44. Numbers means
    • Input focused
    • More is better
    • Activity = Productivity.NOT
    • Creates fiction authors
    • CRM becomes a master, not a servant
  • 45. So, if that was bad, whats good?
  • 46. Focus
    • Screen targets according to a model
      • 90% of your market is less than best
  • 47. Focus
    • Screen targets according to a model
    • Texas Hold Em 2 card questions
      • How do you know up front when its cheap to get out?
  • 48. Focus
    • Screen targets according to a model
    • Texas Hold Em 2 card questions
    • Pick your opportunities
      • Select and hunt, dont throw a net and hope
  • 49. Focus
    • Screen targets according to a model
    • Texas Hold Em 2 card questions
    • Pick your opportunities
    • Know why you dont want certain deals
      • Treat prospects like the velvet rope, whos on the list?
  • 50. Great Resource
  • 51. Case Study: A Rich Man
  • 52. Self Audit: Focus vs. Numbers Game
  • 53. Self Audit: Numbers Game Mistakes
    • You sell to >80% of your leads
    • Answer all RFPs, or no RFPs
    • Performance expectations are set on contacts, appointments and quotes
    • Change compensation plan to change sales performance
    • You have a territorial approach only to sales planning
  • 54. Self Audit: Focus Best Practices
    • You have a formal review process for prospects that require investment in the sales process