Obtaining the resources you need in order to

succeed.

Presented byBob Sanders, Partner

What resources do you need? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training

What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training

What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training

What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training

What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training

What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training! Sales training!

What resources do you need?

The primary role of any business partner is to help the other partner

make more money.

ACTIVITY X PROFICIENCY = SALESNew OpportunitiesNew Proposals

Proposal RatioClosing Ratio

Average Sale Value

Environment Selling Behavior

CapacityCommitment

SkillKnowledge

How can you make more money?

Who wouldn’t like a bigger, better funnel that produces

more sales?

$$$$

What resources do you need?

Effective training is the key to funnel

quantity and quality.

What resources do you need?

What is effective training?

Effective Training

Businesses only buy products and services that solve problems which impact their

P-I-E-R-S.

Effective TrainingPPIIEERRSS

roductivity/efficiencymagexpensesevenueafety, security, stability

Effective Training

The most powerful solution is the one

that has the greatest impact on

P-I-E-R-S.

Defines problems we can solve and their impact on PIERS.

Helps us identify businesses who have these problems.

Supports development of differentiating criteria.

Allows us to present solutions in the most compelling manner possible.

Shrinks gaps in both skill and knowledge.

Effective Training

Answers these questions:1. What does this feature do?2. What would life be like without this?3. How does this situation negatively

impact PIERS?4. What characteristics would cause an

organization to have this problem?5. Who in the organization is likely to

feel the pain?

Effective Training

Demand that your partners provide you with the skill and knowledge to identify more

opportunities, develop clearer differentiating criteria, deliver

powerful presentations and you will both make more money.

What resource is most critical?