Methods, Tools, and SkillsThe Path to Win-Win in Business Alliances

NAPM UtahSalt Lake City14 January, 2010

Randy A. WardwellVP Sales Financial ServicesCredit Solutions GroupDavis + Henderson LTD

Procurements traditional, “preferred” approach to dealing with salespeople

Oxymoron orGenius??!!

Oxymoron orGenius??!!

Methods Methods or or

ProcessProcess

To increase the likelihood of success

It's all about standing out...

No process

No process

No process

No process The disciplined, process-oriented

professional

Why a Sales

Process??

1.To Reduce Sales Cycles2.To Improve Close Ratios3.More Repeat Business4.To drive to Win/Win

The Miller Heiman Sales SystemTM

Our Framework:

• To help clients uncover sales performance and sales force productivity issues; and

• To define, prioritize and track improvement initiatives.

The Miller Heiman Sales SystemTM

Key ideas:

Identify the elements of Strategic Analysis

Develop an ongoing process for:

— Analyzing sales opportunities

— Setting effective strategies

— Managing and tracking sales

objectives

Common process and language to manage

primary sales opportunities

Strategic Selling® helps organizations and individuals develop comprehensive deal strategies to win complex sales.

Strategic Selling®

Miller Heiman Sales System• Create Opportunities Manage Opportunities• Manage Relationships• People• Reinforcement & Support• Management Execution

Key Focus of Strategic Selling®:

Creating Single Sales Objective

ID Red Flags

ID All Buying Influences, Role, Influence, Mode and Rating

Develop a Strategy for Each Buying Influence

Gauge Your Competitive Position

Create a Coach for the Sales Process

Insure Access to the Economic Buyer

Brainstorm an Action Plan

Create a “Best Action Plan”

Strategic Selling®

People Win in their own ways

Your personal Win is different from each

Buying

Influence’s personal Win

Categories of Buying Influences tend to

look for similar business Results, but each

Wins in a personal way

Win-Results

Key ideas: Develop a reliable individual and team process

for planning, conducting, and assessing sales calls

Develop a communication that is focused on solving the needs of the Buying Influence and what they are trying to:

— Fix

— Accomplish

— Avoid Learn a common language for discussing sales

calls

Conceptual Selling® helps organizations and individuals sell more effectively by aligning the way they sell to the way their customers buy.

Conceptual Selling®

Miller Heiman Sales System Create Opportunities• Manage Opportunities Manage Relationships• People• Reinforcement & Support• Management Execution

Key Focus of Conceptual Selling®:

Creating Single Sales Objective

ID Red Flags

ID Buying Influence’s Concept

Craft Valid Business Reason for Each Call

Build Best Action Commitment

ID Minimum Acceptable Action

Create Question Types & Sequences

Build Credibility

Test for Basic Issues

Practice Joint Venture Selling

Conceptual Selling®

• Joint Venture Selling is

a process that begins

with:

• Understanding the

Buying

Influence’s Concept

• Presenting your

product,

service, or solution as

it

relates to the Concept

Joint Venture Sales Approach

Joint Venture Selling Process

ToolsTools

To increase the likelihood of success

Tools• Research Tools

•Strategy and Planning Tools

•Third Party Partnerships

Research Tools

Hoovers

Jigsaw

LinkedIn

Salesforce.com

Strategy and Planning Tools

• Blue Sheet

• Green Sheet

18

Miller Heiman Strategic Selling® Blue Sheet

What are we proposing to sell?

What is our current position?

Is the prospect a good match for what we offer?

How do I rate each buying influence, and how do I

know this is an accurate rating?

What does each buying influence get

out of what I’m proposing?

Who are the buying influences, their roles, openness to change,

and level of influence?

What are those factors that strengthen my

position, and what are those things I need to

fix or neutralize?

What are some possible actions we

could take to strengthen our

position?

What information do we need, and what are the

best actions to take, who will do them, and when?

Miller Heiman Conceptual Selling® Green Sheet

19

What is the customer is trying to fix, accomplish, or avoid?

What we are proposing to sell?

Expected outcome of the sales call

Why the customer shouldmeet with you?

Differentiating your solution

Developing the proper questions and sequence for

a productive sales call

Developing the proper questions to move the sale forward

Third Party Partners

YodleeIBMCASTMetaAccentureOracle/SunIontas

SkillsSkills

To increase the likelihood of success

Skills

Listen, Listen, Listen (70/30 reversal)

Golden Silence

Do what you say you will

Tell the truth – always even when it hurts

Always look for their Win while securing yours

MAKE A DIFFERENCE

BRAND CORE VALUES

Integrity

Character Traits can become Business Skills

Thank You!!!