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You mean that I have to sit here for another presentation!

When did Entrepreneurial Training become an endurance sport?. You mean that I have to sit here for another presentation!. Another Presentation?. Effective Forecasting, Lead Generation and Business Development Strategies. Debra Curtiss Vice President & General Manager Peak 10 Tampa

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You mean that I have to sit here for another presentation!

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  1. When did Entrepreneurial Training become an endurance sport? You mean that I have to sit here for another presentation! Another Presentation? EffectiveForecasting, Lead Generation and Business Development Strategies Debra Curtiss Vice President & General Manager Peak 10 Tampa (813)675-1010 debra.curtiss@peak10.com Debra Curtiss Vice President & General Manager Peak 10 Tampa (813)675-1010 debra.curtiss@peak10.com

  2. Peak 10 Profile … • Multiple“Enterprise Class” Internet Data Centers including Charlotte, Cinncinatti, Jacksonville. Raleigh, Richmond, Louisville, Nashville, Atlanta and Tampa • Application & Web Hosting • Disaster Recovery • Internet Access • Managed IT Services • yawn The “so what?” for our prospects/customers • Local – decisions and support • Reliable – we understand your business and care about it • Sustainable – we are financially stable and have the right resources and equipment • 24x7 On site IT Engineering vs. “On the hip” – we take our business seriouclu

  3. Converting effort to revenue… • Forecasting • What is Selling? • Type of Sales Approach • Sales Process Example • Key Concepts

  4. Sensible Sales Forecast ? Forecast = how much, how many, how soon

  5. Setting the first Forecast $

  6. What is Selling? Buying Process vs. Sales Process • Situation: You are looking for a new car… • Happy about the prospect of the new car • Fearful of the Buying Process • Result: As you drive away… • how do you feel about the experience? People love to buy But hate to “feel sold”

  7. Sales must be about one thing… Helping your customer solvea problem, achievea goal or satisfy a need. It is not about you or your product!

  8. I S S U E S Relationships Selecting a Sales Approach* Guru Solution Complex Transactional Relational *Align Learning International Ltd.www.alignlearning.com/newsletter.htm Simple Simple Complex

  9. Transactional • Customer need clearly met by Product and/or Service  • No need for detailed discussion or review • Value of the relationship is very limited  • Technology can often replace people in managing the relationship Key sales behaviors are Productivity and Efficiency… Profit margins are often thin, so it is vital that the sales process:  1) Optimizes contacts and numbers of leads. “Volume game” 2) Market through pricing. “more for your money” 3) Focuses on efficiency. “Quick in and out” Best Practice: Build and market an image of High Quality for Less.

  10. Guru • Identified anemergent issue • Developed a strategy to present to • waiting world • “We got - you want”relationship • Veryshort shelf life Key sales behavior in Guru Selling is A Constant State ofInnovation… In order to be successful, they must:  1) Challenge assumptions 2) Optimise newness 3) Align the client to their solution Innovative, but becomes comoditized quickly

  11. Relational • Multiple people, varied rolls • Focus is on the development and management of the relationships •  ”Soft” strategy and it is difficult to quantify • Workplace mobility increases risk because the players can change suddenly As a sales strategy, service demands that sales people: 1) Focus on the client. 2) Build networks. 3) Initiate random acts of good will.

  12. 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 As a sales strategySolution Selling requires that we: Think enterprise-wide. Optimize linkages. Plan and guide process.

  13. I S S U E S Relationships Overlap will always occur Guru Solution Complex Relational Transactional *Align Learning International Ltd.www.alignlearning.com/newsletter.htm Simple Simple Complex

  14. SOLUTION Development Process™ Customer-Centric Selling™

  15. Solution Selling Basics • No pain, no change • Diagnose before you subscribe • Pain flows through entire organization • People buy from people • Power buys from power • You can’t sell to someone who can’t buy • Don’t close before it is closeable “To Buy or Not to Buy”

  16. Don’t just say “Thanks for the meeting” • Dear Steve, • Thank you for your interest in SPA.com. The purpose of this letter is to summarize my understanding • of our discussion. You told me your primary goal is shortening start up times for new reps. • Today new hires take 7 months 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. 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 SPA.com. Based on my experience, I suggest our next logical steps are: • confirm we are in agreement with my summary of our discussion; • arrange telephone or in-person interviews with your CFO and CIO, who would all be involved in the implementation of SPA; • Summarize our findings to the group and determine if a further evaluation is appropriate. • I look forward to working with you and your organization. • Sincerely, • Rob Acker 1. Goal(s) 2. Current Situation 3. SOLUTION(s) 4. Value 5. Access to key players

  17. Key Concepts

  18. Diagnose, Verify, then Close NOT:“What you need is call waiting! It only costs $4.95/month.” .” DIAGNOSTIC QUESTIONS: • While on the phone, have friends or family members tried to reach you? YES • Have they been frustrated by busy signals? YES • Have you missed or been delayed in receiving important calls? YES • Do any recent examples come to mind? “……………….” VERIFICATION QUESTIONS: 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, take the incoming call and when finished, click the receiver to resume your original call? YES CLOSE: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? YES aka... Ask questions that bring them to the “right conclusion”. Don’t tell!

  19. Elements of a Successful Lead Generation Program • Define Goals and Success – What do you want? • Develop Call/Conversation Guide/Script/Key Phrase • Create your Qualified List and Target List • Build as an Ongoing Program (tickler system) • Reciprocate

  20. Leads for Others Not Good… Good… You get credit twice!

  21. How about “Always be Listening”? True or False?

  22. Qualifyinga Prospect “I just need a quote!”

  23. Time Management – key attribute Sales Month/Quarter Selling and Prospecting are Inversely Related Sales Activity Prospecting Activity

  24. Chambers Charities Professional Industry Trade Personal Where to find buyers and partners? Conversion

  25. Networking Business Development Contribution to Community Actively Influence Tampa Bay’s Growth Mentor Learn from My Peers Personal Development Why do people join?

  26. The Million Dollar Profe$$or

  27. What do we know… People buy from people… They like Who are sincere Who are competent Who empower them! You get delegated to people you talk like

  28. What do we know… Make yourself equal THEN make yourself different … Otherwise you’re just different!

  29. What do we know… Don’t give without getting (Quid Pro Quo)

  30. What do we know… Bad news EARLY is good news No goal, No prospect

  31. What do we know… People are best convinced by reasons they themselves discover The only person who can call it a SOLUTION is the prospect!

  32. What do we know… Emotional decisions are justified by value and logic Don’t “close” before the prospect is ready to buy

  33. Thank You! Deb Curtiss VP & General Manager Peak 10 Tampa (813) 675-1010 debra.curtiss@peak10.com

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