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A Blueprint for Selling in Tough Economic Times. Bruce Rasmussen Neal Cross. Is selling any harder? IDC research - 2009 Blueprint for selling in tough times Selling by provoking Provocative case studies. MOTIVATE & TRAIN to SPOT OPPORTUNITIES. IDENTIFY, QUALIFY & PASS ON OPPORTUNITIES.

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Presentation Transcript
slide4
Is selling any harder?
  • IDC research - 2009
  • Blueprint for selling in tough times
  • Selling by provoking
  • Provocative case studies
slide14

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

progression in sales methodology
Progression in sales methodology

SOLUTION

SELLING

HYPOTHESIS

SELLING

PROVOCATIVE

SELLING

Address acknowledged pain point

Address unacknowledged angst

Question to identify needs

Hypothesise to provoke response

Within existing budget

Create new budget

provocative selling

Provocative Selling

Neal Cross

Platform Innovation Lead

Microsoft Australia

bt financial group1
BT Financial Group

And we liked the look of Microsoft’s strategic roadmap. The roadmap was an important consideration for us. We need to work with a company that will be continuously innovating.”

slide27

Bruce Rasmussen

v-brucer@microsoft.com

+61 414 878 714

Neal Cross

nealc@microsoft.com

+61 438 235 785