Build your dream sales team part 2: the sales process

Building your dream sales team and customer growth strategy

Part 2: The sales process

© 2014 N-able Technologies, Inc. All rights reserved.

Presented By


Ali MahmoudN-able Technologies

@alimahmoud_

Part 1 recap: The funnel



Cold Calls 1000

Leads 75 (7.5% conversion)

Presentations 15 (20% conversion)

Attended 12 (80% conversion)

Customers 2.5 (20% conversion)

Sample Sales Funnel

Training your sales team


#1 How to pitch#2 How to price#3 How to position


#1 How to pitch - Tech vs Business


Selling Technology

Positioned as speeds & feeds, Me2, commodity which is really just a price decision.


Selling a Business Solution

Pitched as an investment in their business, that positively impacts their business (e.g. profitability, customer retention, etc)


Selling a Business Solution

Pitched as an investment in their business

Affects their profitability

It has urgency

Creates an emotional hook with need to purchase


TechnologyConsumed when needed

Numbers decision

Business SolutionCreates a need

Emotional need


#1 How to pitch#2 How to price – Package your offering


How is your service consumed?

Reactive Managed


Reactive mindset

• Price sensitive

• IT is a necessary evil

• No fixed IT budget


Proactive mindset

• Value Sensitive

• IT critical to operations

• Fixed budget


Generate appropriate offeringsService A la carte Proactive Fully Managed Per User

IT Support $/device $$/device $$$/device $$$/user

Device Monitoring

Antivirus $/device

Patch

Backup $/device $/device

Mobile $/device $/device $/device

Compliance $/device $/device $/device $/user

Reactive Managed


#1 How to pitch#2 How to price#3 How to position – Why buy from you


Positioning your company/offering

• New hire training

• Product training

• Weekly content training

• Training, training, training …


The Sales Process



Sales Process

Lost

Deal-Time

Proposal

Technical Assessment

Raw Lead

Business Assessment

Won Future


Sales Process

Lost

Deal-Time

Proposal


Raw Lead

Business Assessment

Won Future

Database of unqualified leads


Sales Process

Lost

Deal-Time

Proposal


Raw Lead

Business Assessment

Won Future

Technical review of customer needs Business impact of solution


Sales Process

Lost

Deal-Time

Proposal


Raw Lead

Business Assessment

Won Future

Quantity doesn’t matterProper assessments are important


Sales Process

Lost

Deal-Time

Proposal


Raw Lead

Business Assessment

Won Future

Objections, follow up calls,New decision makersNegotiations


Sales Process

Lost

Deal-Time

Proposal


Raw Lead

Business Assessment

Won20-30%

FutureTechnical review of customer needs Business opportunityBoth are necessary, order unimportant


Sales Process

Lost

Deal-Time

Proposal


Raw Lead

Business Assessment

Won Future Your biggest competitor

Summary

Sales team

• Generate raw leads – Marketing & cold calls

• Book meetings – Inside sales

• Convert to customer – New customer sales

Business owner

• Measure everything

• Package your solution

• Train your sales team

Provide Great Service

Automation Manager

Help Desk Manager

ReportManager

Remote Control

Manager

Build Recurring Revenue

SecurityManager

Backup Manager

Patch Manager

Audit Manager

Mobile Manager

N-central® RMMAn MSP’s complete toolkit


Legal Information

The N-able Technologies and N-central trademarks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.

© 2013 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.

Build your dream sales team part 2: the sales process

Technology

Transcript of Build your dream sales team part 2: the sales process