Focus on Teamwork for Sales Success

WHY ?

• WE have to achieve budgets

• WE have to work at it to be effective

• WE have to continually hone our technical & customer skills

• WE all have a role to play if we are going to kick a few goals

Sales is a Team Thing Everyone in Your Company Helps Customers Decide to Buy

The Sales Process • 10% Suspect

• 20% Prospect

• 30% Created Interest

• 40% Preparing Offer/Bid

• 50% Proposal/Bid Submitted

• 60% Shortlisted

• 70% Selected

• 80% Contract Issued

• 90% Contract Signed

• 100% Ready for Delivery

...... Involves ALL Staff • 10% Suspect

• 20% Prospect

• 30% Created Interest

• 40% Preparing Offer/Bid

• 50% Proposal/Bid Submitted

• 60% Shortlisted

• 70% Selected

• 80% Contract Issued

• 90% Contract Signed

• 100% Ready for Delivery and so often sales success is due to

lots of small things being done really well by the whole team.

Sales Process In 3 Phases

Part 1:- a. Suspect b. Prospect c. Created Interest

Part 2:- a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected

Part 3:- a. Contract Issued b. Contract Signed c. Ready for Delivery

Delivery

The Goals in Each Phase

Establish Rapport

Part 1:- a. Suspect b. Prospect c. Created Interest

Part 2:- a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected

Part 3:- a. Contract Issued b. Contract Signed c. Ready for Delivery

Establish Rapport

Establish Trust

Part 1:- a. Suspect b. Prospect c. Created Interest

Part 2:- a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected

Part 3:- a. Contract Issued b. Contract Signed c. Ready for Delivery

The Goals in Each Phase

Establish Rapport

Establish Trust

Establish Confidence

Part 1:- a. Suspect b. Prospect c. Created Interest

Part 2:- a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected

Part 3:- a. Contract Issued b. Contract Signed c. Ready for Delivery

The Goals in Each Phase

Establish Rapport

Establish Trust

Establish Confidence

• Listen • Understand • Empathise •  ID Needs & Wants

Part 1:- a. Suspect b. Prospect c. Created Interest

Part 2:- a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected

Part 3:- a. Contract Issued b. Contract Signed c. Ready for Delivery

The Behaviors in Each Phase

Establish Rapport

Establish Trust

Establish Confidence

• Demonstrate Skills • Feedback Loop • Follow Through • Responsive

• Listen • Understand • Empathise •  ID Needs & Wants

Part 1:- a. Suspect b. Prospect c. Created Interest

Part 2:- a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected

Part 3:- a. Contract Issued b. Contract Signed c. Ready for Delivery

The Behaviors in Each Phase

Establish Rapport

Establish Trust

Establish Confidence

• Demonstrate Skills • Feedback Loop • Follow Through • Responsive

• Commercial Acumen • Negotiate Win-Win • Smooth Admin • Prove Competencies

• Listen • Understand • Empathise •  ID Needs & Wants

Part 1:- a. Suspect b. Prospect c. Created Interest

Part 2:- a. Prepare Proposal b. Submit Proposal c. Shortlisted d. Selected

Part 3:- a. Contract Issued b. Contract Signed c. Ready for Delivery

The Behaviors in Each Phase

Important Steps in the Sales Process

• Create awareness

• Capture initial interest

• Enable self-registration of a prospects details

• Collect prospect bio information

• Collect prospect's company bio information

• Why will they make a buying decision ?

• Understand the prospect's financial status

Important Steps in the Sales Process

• Where is the PAIN ?

• What is the COMPELLING event ?

• What is the buyers WIN ?

• Who has which role - Decision Maker Approver, Blocker, Influencer, Recommender, Champion, Enemy

• What is our sales strategy ?

• Dealing with or neutralizing Competitor behavior

• When to utilize our company BIG guns ?

• When to spread the FUD (Fear Uncertainty Doubt) ?

Other Important Aspects of the Sales Process

• Decision Maker - has the Pain

• Approver - has to approve financials

• Recommender - has domain knowledge

• Champion - like Gold

• Blocker - doesn't want the project

• Enemy - doesn't want SV

•  Influencer - can influence other players

• Unclassified - we don't know

• Where is the PAIN ?

• What is the COMPELLING event ?

• What is the buyers WIN ?

• Who has which role - Decision Maker Approver, Blocker, Influencer, Recommender, Champion, Enemy

• What is our sales strategy ?

• Dealing with or neutralizing Competitor behavior

• When to utilize our company BIG guns ?

• When to spread the FUD ?

So, how are you going to keep track of, document and easily share, all the myriad details of all your

customers and every sales process ?

If you don't have one then get one implemented. If you do have one and it isn't being used then find

out why and fix the issues.

Every single company on the planet needs to be using CRM.

There's a good reason why the CRM industry is going gangbusters

"A durable, profitable CRM value proposition leads to greater ability to:

• Serve customers more intelligently and more profitably

• Eliminate organizational barriers • Enhance productivity

• Increase sales

Companies that reap the most rewards from CRM coordinate their efforts in a way that considers the

needs,objectives and profit potential of each relationship and provides value accordingly."

IBM's CRM done right: executive handbook for realizing the value of CRM

CRM is clearly an enabler. However, using a CRM doesn't automatically increase sales by n%.

CRM is a platform to better service customers and manage the pipeline of opportunities. CRM helps

management ensure the company is: •  responsive •  sensitive •  reliable • proactive •  smart

Microsoft Outlook is NOT a CRM.

Complex to implement and to use.

Complex and expensive.

Good example of an easy-to-use and functional CRM.

P.S. I use Capsule as an example only. There are many choices of CRM so do your homework and

pick one that will be embraced by your team.

The right CRM facilitates a teamwork approach to sales.

CAPSULE facilitates a teamwork approach to sales.

CAPSULE also facilitates a level of customization and integration with other Cloud Apps.

CAPSULE facilitates a teamwork approach to sales.

CAPSULE facilitates staff accountability because management has a transparent view of customer

interactions and sales opportunities.

CAPSULE also facilitates a level of customization and integration with other Cloud Apps.

You have made a great start .

You now know enough to appreciate the potential.

Focus and effort is needed to integrate your preferred CRM into your company work practices.

Now ask your staff for their commitment to the objectives of improved service and increased sales.

The CRM is one aspect, the other is awareness of the role we all play to get the ball through the posts.

It is just an awesome feeling when teamwork pays off.

After All That Effort, What's Next ?

You Have Earned the Right to Ask Your Customer for More Work

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