you mean that i have to sit here for another presentation! debra curtiss vice president &...
TRANSCRIPT
You mean that I have to sit here for another presentation!
Debra CurtissVice President & General
ManagerPeak 10 Tampa
(813)[email protected]
When did Entrepreneurial Training become an endurance sport?
Effective Forecasting, Lead Generation and Business Development Strategies
Debra CurtissVice President & General ManagerPeak 10 Tampa(813)[email protected]
Another Presentation?
MultipleMultiple “Enterprise Class”“Enterprise Class” Internet Internet Data CentersData Centers including including Charlotte, Cinncinatti, Jacksonville. Raleigh, Richmond, Louisville, Nashville, Charlotte, Cinncinatti, Jacksonville. Raleigh, Richmond, Louisville, Nashville, Atlanta and TampaAtlanta and Tampa
• Application & Web Hosting Application & Web Hosting
• Disaster RecoveryDisaster Recovery
• Internet Access Internet Access
• Managed IT ServicesManaged IT Services
• yawnyawn
1.1. Local – decisions and supportLocal – decisions and support
2.2. Reliable – we understand your business and care about itReliable – we understand your business and care about it
3.3. Sustainable – we are financially stable and have the right resources and Sustainable – we are financially stable and have the right resources and equipmentequipment
4.4. 24x7 On site IT Engineering vs. “On the hip” – we take our business 24x7 On site IT Engineering vs. “On the hip” – we take our business serioucluseriouclu
Peak 10 Profile …Peak 10 Profile …
The “so what?” for our prospects/customersThe “so what?” for our prospects/customers
Converting effort to revenue…
• ForecastingForecasting• What is Selling? What is Selling? • Type of Sales Approach Type of Sales Approach • Sales Process ExampleSales Process Example• Key ConceptsKey Concepts
Sensible Sales Forecast ?
Setting the first Forecast
People love to People love to buybuyBut hate to But hate to “feel sold”“feel sold”
Situation: You are looking for a new car… Situation: You are looking for a new car…
• Happy about the prospect of the new car
• Fearful of the Buying Process
ResultResult: As you drive away…
how do you feel about the experience?
What is Selling? Buying Process vs. Sales Process
Helping your customer solve a problem,
achieve a goal or satisfy a need.
Sales must be about one thing…
It is not about you or your product!
Selecting a Sales Approach*Selecting a Sales Approach*
Guru
Relational
Solution
Transactional
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• Customer need clearly met by Product and/or Service Customer need clearly met by Product and/or Service • No need for No need for detailed discussion or review discussion or review• Value of the relationship is very limited Value of the relationship is very limited • Technology can often replace people in managing the relationshipTechnology can often replace people in managing the relationship
Transactional
Key sales behaviors are Productivity and Efficiency…
Profit margins are often thin, so it is vital that the sales process: Profit margins are often thin, so it is vital that the sales process:
1) 1) Optimizes contacts and numbers of leadsOptimizes contacts and numbers of leads. “Volume game”. “Volume game”2) 2) Market through pricingMarket through pricing.. “more for your money” “more for your money”3) 3) Focuses on efficiency.Focuses on efficiency. “Quick in and out”Quick in and out”
Best Practice: Build and market an image of High Quality for Less.
• Identified an emergent issue• Developed a strategy to present to
waiting world• “We got - you want” relationship• Very short shelf life
Key sales behavior in Guru Selling is Key sales behavior in Guru Selling is A Constant State ofA Constant State of Innovation…Innovation…
In order to be successful, they must:
1) Challenge assumptions
2) Optimise newness
3) Align the client to their solution
GuruGuru
• Multiple people, varied rollsMultiple people, varied rolls• Focus is Focus is on the development and management of the relationships the development and management of the relationships• ” ”Soft” strategy and it is difficult to quantify Soft” strategy and it is difficult to quantify • Workplace mobility increases risk because the players can change suddenlyWorkplace mobility increases risk because the players can change suddenly
RelationalRelational
As a sales strategy, service demands that sales people: As a sales strategy, service demands that sales people: 1) 1) Focus on the client.Focus on the client. 2) 2) Build networks.Build networks. 3) 3) Initiate random acts of good will.Initiate random acts of good will.
As a sales strategy Solution Selling requires that we: 1) Think enterprise-wide. 2) Optimize linkages. 3) Plan and guide process.
Solution
• Requires extremely skilled sales professionals• Requires a strategic approach because the investment of time, resources and emotional energy can be significant before there is any payback • When the issues are addressed in ways that strengthen the relationships, the payback is often significant• Partnership between Buyer and Seller; a ‘co-evolutionary dance of competition and cooperation’• What we sell must make a difference to the client
Overlap will always occur
Guru
Relational
Solution
Transactional
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SOLUTION SOLUTION Development Process Process™™
Customer-Centric Selling™Customer-Centric Selling™
ActiveLatent
You Win
Competitor
NDI
• No pain, no changeNo pain, no change
• Diagnose before you subscribeDiagnose before you subscribe
• Pain flows through entire organizationPain flows through entire organization
• People buy from peoplePeople buy from people
• Power buys from powerPower buys from power
• You can’t sell to someone who can’t buyYou can’t sell to someone who can’t buy
• Don’t close before it is closeableDon’t close before it is closeable
““To Buy or Not to Buy”To Buy or Not to Buy”
Solution Selling BasicsSolution Selling Basics
Dear Steve,Dear Steve,
Thank you for your interest in SPA.com. The purpose of this letter is to summarize my understanding Thank you for your interest in SPA.com. The purpose of this letter is to summarize my understanding
of our discussion. of our discussion. You told me your primary goal is shortening start up times for new reps..
Today new hires take 7 monthsToday new hires take 7 months before their first sale because they inherit poor records of activity in their territories, they often work on before their first sale because they inherit poor records of activity in their territories, they often work on
unqualified opportunities, and tend to make mistakes when not coached by their managers. unqualified opportunities, and tend to make mistakes when not coached by their managers. You felt you could shorten the time to first sale to 4 months if:• when reps leave you could suspend password access to all accounts and provide access to account history to the new rep• on a weekly basis sales managers could access each rep’s pipeline to audit progress and help make disqualification decisions• on an ongoing basis your managers could track a new rep’s progress via a server and provide “electronic” coaching to minimize
mistakes and maximize the chances of success
You said you plan on hiring twenty new salespeople in the next 12 months. If we take 3 months of quota each
($150K per person/per month), that will be an additional $450K for each of the 20 new reps or an additional $9 Million to you top line by having these capabilities.
You indicated that you are interested in further investigating You indicated that you are interested in further investigating SPA.com.SPA.com. Based on my experience, I suggest Based on my experience, I suggest
our next logical steps are:our next logical steps are:1.1. confirm we are in agreement with my summary of our discussion;confirm we are in agreement with my summary of our discussion;2.2. arrange telephone or in-person interviews with your CFO and CIO, who would all be involved in the arrange telephone or in-person interviews with your CFO and CIO, who would all be involved in the
implementation of SPA;implementation of SPA;3.3. Summarize our findings to the group and determine if a further evaluation is appropriate.Summarize our findings to the group and determine if a further evaluation is appropriate.
I look forward to working with you and your organization.I look forward to working with you and your organization.
Sincerely,Sincerely,
Rob AckerRob Acker
Don’t just say “Don’t just say “Thanks for the meetingThanks for the meeting””
1. Goal(s)2. Current Situation3. SOLUTION(s)4. Value5. Access to key players
Key Concepts
Diagnose, Verify, then Close
DIAGNOSTIC QUESTIONSDIAGNOSTIC QUESTIONS::• • While on the phone, have friends or family members tried to reach you? While on the phone, have friends or family members tried to reach you? YESYES• • Have they been frustrated by busy signals? Have they been frustrated by busy signals? YESYES• • Have you missed or been delayed in receiving important calls? Have you missed or been delayed in receiving important calls? YESYES• • Do any recent examples come to mind? “……………….”Do any recent examples come to mind? “……………….”
VERIFICATION QUESTIONSVERIFICATION QUESTIONS: When someone dialed while you were on a call, would you : When someone dialed while you were on a call, would you like to be able to hear a tone, at your option click the receiver to put your original call on hold, like to be able to hear a tone, at your option click the receiver to put your original call on hold, take the incoming call and when finished, click the receiver to resume your original call? take the incoming call and when finished, click the receiver to resume your original call? YESYES
CLOSECLOSE:: Call Waiting provides this functionality at a cost of $4.95/month. Would you like us Call Waiting provides this functionality at a cost of $4.95/month. Would you like us to try it for 30 days at no charge? to try it for 30 days at no charge? YESYES
.” NOT:NOT: “What you need is call waiting! It only costs $4.95/month.”
1.1. Define Goals and Success – What do you want?Define Goals and Success – What do you want?
2.2. Develop Call/Conversation Guide/Script/Key PhraseDevelop Call/Conversation Guide/Script/Key Phrase
3.3. Create your Qualified List and Target ListCreate your Qualified List and Target List
4.4. Build as an Ongoing Program (tickler system)Build as an Ongoing Program (tickler system)
5.5. ReciprocateReciprocate
Elements of a Successful
Lead Generation Program
Leads for Others
Not Good… Good…
You get credit twice!
How about “Always be Listening”?How about “Always be Listening”?
True or False?
Qualifying a Prospect
““I just need a quote!”I just need a quote!”
Selling and Prospecting are Inversely Related
Sales Activity
Prospecting Activity
Sal
eS
ale
ss
Month/QuarterMonth/Quarter
Time Management – key attribute
Where to find buyers and partners?
• Chambers
• Charities
• Professional
• Industry
• Trade
• Personal
Why do people join?
• Networking• Business Development• Contribution to Community• Actively Influence Tampa Bay’s Growth• Mentor• Learn from My Peers• Personal Development
The Million Dollar Profe$$or
You get delegated to people
you talk like
People buy from people…People buy from people…
What do we know…
1.1. They likeThey like2.2. Who are sincereWho are sincere3.3. Who are competentWho are competent4.4. Who empower them!Who empower them!
Make yourself Make yourself equalequal THEN THEN
make yourself make yourself differentdifferent … …
Otherwise you’re Otherwise you’re
just different!just different!
What do we know…
Don’t Don’t givegive without without gettinggetting
(Quid Pro Quo)(Quid Pro Quo)
What do we know…
Bad news EARLYBad news EARLY
is good newsis good news
No goal,No goal,No prospectNo prospect
What do we know…
People are best People are best
convinced by reasons convinced by reasons
they they themselvesthemselves discover discover
The only person who can The only person who can
call it a SOLUTION is the call it a SOLUTION is the
prospect!prospect!
What do we know…
Emotional decisions Emotional decisions
are justified by are justified by
value and logicvalue and logic
Don’t “close” before the
prospect is ready to buy
What do we know…
