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Obtain 5 Time the Leads With No Additional Salespeople

Obtain 5 Time the Leads With No Additional Salespeople. Bruce Rasmussen BruceRasmussen@pdcaustralia.com. What do technical resources think of “sales” Why don’t they pass on opportunities? How to get them to pass on opportunities. What Field personnel think about “sales”. Definition.

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Obtain 5 Time the Leads With No Additional Salespeople

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  1. Obtain 5 Time the Leads With No Additional Salespeople Bruce Rasmussen BruceRasmussen@pdcaustralia.com

  2. What do technical resources think of “sales” Why don’t they pass on opportunities? How to get them to pass on opportunities

  3. What Field personnel think about “sales”

  4. Definition “Convincing somebody they need something that they usually don't.” “A transaction between 2 parties where goods and or services are exchanged for financial remuneration.” s “Providing a customer with products and services to allow their business to function in a more reliable and profitable environment.” “It is something that happens automatically when you're dealing with a customer, focusing on helping them do business more effectively.” n=109 respondents Australia & NZ What is your definition of the word “sales”?

  5. Sales Archetype n=109 respondents Australia & NZ Why do you believe Sales has a “bad name”?

  6. 49% 34% 22% ETHICAL SALESPERSON BEHAVIOR IN SALES RELATIONSHIPS Journal of Personal Selling & Sales Management, vol. XXIX, no.2.

  7. Role in Sales 44% are involved in some part of the sales process Only 28% are actively looking for opportunities n=109 respondents Australia & NZ What do you believe your role is in the sales process?

  8. Goals 51% wanted to know more about the “black arts” 28% want to know how to best spot opportunities 22% want to engage more effectively with sales n=109 respondents Australia & NZ What are the goals you have in attending this course?

  9. What stops Field personnel from identifying opportunities?

  10. investing in Field personnel in tough economic times

  11. MOTIVATE & TRAIN to SPOT OPPORTUNITIES IDENTIFY, QUALIFY & PASS ON OPPORTUNITIES FIELD SERVICE RESOURCES Sales Blueprint for Tough Economic Times RETAIN PROMOTE SOLUTIONS for CUSTOMER SUCCESS ASSESS CURRENT INITIATIVES MARKETING JETTISON ASSESS INDIVIDUALS SHORT TERM STIMULATION SHORT TERM SUPPORT RETAIN SALES PEOPLE RESULTS REDUCED COST FOCUS on PERFORMERS JETTISON SALES MANAGERS ASSESS INDIVIDUALS COACH to COACH RETAIN MENTOR RESULTS PLUG the GAP REDUCED COST BETTER ASSIST PERFORMERS JETTISON APPROACH to REMOVE PROBLEMS ASSESS for PROFITABILITY RETAIN SATISFY RESULTS CUSTOMERS IMPROVE EFFICIENCIES BETTER SUPPORT RETAINED CUSTOMERS REDUCE/REALLOCATE RESOURCES JETTISON ACT NOW ACT SOON REAP

  12. secrets of success

  13. ✗

  14. Sales - a UN sponsored activity “Selling” occurs when 1 human being brings to the attention of another human being a problem they may be experiencing and then goes on to support them to remove the problem with some commercial benefit accruing

  15. RESEARCH GUESS QUESTION LISTEN CONFIRM DISCOVER QUALIFY REPORT

  16. something to try back at the office……

  17. Bruce Rasmussen BruceRasmussen@pdcaustralia.com +61 414 878 714 www.pdcaustralia.com

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