November 10, 2011

Logistics for today’s call…. All attendee’s will be on “silent” mode during the

presentation.

Please utilize the “Questions” feature to ask questions; simply type in your question and press enter.

At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature.

Send a copy of the presentation to you Additional questions can be sent directly to:

Matt.sharrers@salesbenchmarkindex.com

Instant Improvements for Segmenting Your Accounts - How to

Determine the Real Potential of Your Accounts Thursday, December 8th , 2011 1:00 p.m. Central 30 minutes Register at http://www.salesbenchmarkindex.com

Sales Benchmark Index will….

Join us for our next Webinar….

Matt Sharrers Brief Bio

Principal at Sales Benchmark Index

VP of Sales at Fortune 500 company

Author of Promoted to VP of Sales: Year 1 Toolkit

Featured speaker on XM radio, National Speakers Association

Industry thought leader with more than 15 years of business experience

Overview

Questions you need to answer How can you get your sales reps to adopt the sales methodology?

How has the buying process of your customer changed?

How can you accurately map the buying process of your customer?

How can you ensure your CRM system facilitates adoption of your sales methodology?

How can you ensure your sales management team is coaching and reinforcing your sales methodology?

Sales Methodology Goal

Shorten sales cycle Improve win rates Increase average selling price Improve forecast accuracy

Traditional sales processes are centered around the seller, who attempted to dictate the pace

The buyer has different plans, and now they can dictate the pace

The Buyer/Seller Mismatch

1. Recognize Needs

2. Identify Requirements

3. Evaluate Options

4. Resolve Concerns

5. Purchase Solution

1. Prospecting

2. Identify Opportunity

3. Determining

Problems

4. Confirming

Vision Match

5. Confirming Value and

Power

6. Finalizing

Plan

7. Negotiating

8. Closing

≠

Seller’s Plan

Buyer’s Plan

Buying Cycle

Sales Cycle

Catalyst Needs

Recognition Explore Options

Resolve Concerns

Purchase

Prospecting Opportunity

Identified

Determining Differentiated

Problems

Confirming Vision Match

Confirming Value and

Power

Finalizing Mutual Plan

Negotiating Closed

First Meeting Pain, Timeline,

Decision

Criteria

Discovery,

Schedule

Demo

Demo,

Summary of

Findings

Reference

Called,

AcmePreferred,

Proposal Review

Close Call

Complete,

Ask Order

Recognize

Problem

Clear Vision of Solution Preferred Solution

Identified

Risks Considered Issue Order

Sal

es E

xit

Cri

teri

a B

uye

r E

xit

Cri

teri

a

Sales Process:

Misaligned Exit Criteria

Buying Process Comparison Transactional Consultative Enterprise

Traits

Commodity/Standard Service

Differentiated/Customizable Service

Strategic/Low Substitutability Service

Known, Static Requirements (Geographical Scope Increase)

Scaling Requirements (Functional Scope Increase)

Embedding Requirements (Business Objectives Scope Increase)

Buying Criteria

Price/Ease of Acquiring

Solution Fit/Price-Performance Tradeoff

Platform & Values fit; Sustainable; Return on effort

Timeline One-time Event Purchasing Stream Strategic Plan

Relation-ship

Cost-based buyer-seller transactional

Benefits-based client-advisor cooperative

Trust-based business partners; Insider; Both parties change

Success Must meet decision maker

Must access influencers Must access strategy level

Nature Execute the deal Problem solve Agenda setting; blurred boundaries between buyer & seller

Definition – Identify the prospect’s corporate capabilities required to fulfill the need

Steps Sales Aids

1. Conduct Internal Account Planning

2. Review Discovery & Insight Plan with Prospect

(MI #4) 3. Perform Discovery and Insight Work

4. Dry Run on Findings (MI #5)

5. Present Discovery Findings (MI #6)

6. Visual Presentation of Pricing Techniques (MI #7)

7. Project Sponsor Meeting (MI #8) 8. Insert Business Requirements into a Prospect-

Friendly Format (MI #9)

9. Present Time to Value Theme (MI #10) 10. Internal Meeting to discuss Deal #1 Scope

Internal 1. Opportunity Assessment

(updated)

2. Win Plan (updated)

External 1. Sub-Industry Standard Demo

2. Opportunity Map

3. Evaluation Plan (updated)

4. Value Case (Part 2)

Exit Criteria: Business Requirements Document (BRD) in Prospect-Friendly Format

1. Recognize Needs 2. Identify

Requirements 3. Evaluate Options 4. Resolve Concerns 5. Purchase Solution

Job Aids

Job Aids

Key Metrics Comparison

Positives • ASP grew on new logos • Sales Cycle Length dropped on

both types • Number of deals in same 6 month

time frame grew 68%

Negatives • ASP on new projects down

50% • Potentially due to

smaller add on deals (Training, audits)

Monday Tuesday

Wednesday

Thursday Friday

AM Weekly Update

Meeting (1 hour)

• 1:1 Debriefs − 15 Minute Prep −30 Minute

Execution

AM

Field Rides Focusing on Sales Process

Topics

AM

Sales Process Topic Training Meeting

AM

Field Rides Focusing on Sales Process

Topics

AM Office: • Deal Reviews • Inspect SFDC • Retention Call • Other Internal

Calls

(Travel)

PM Office: • Recruiting • Deal Reviews • Emails • Internal Calls • Deal Approvals

(Travel)

PM

Field Rides Focusing on Sales Process

Topics

PM

Office: • 1:1 Debriefs • Reactive

Customer Calls • Emails

(Travel)

PM

Field Rides Focusing on Sales Process

Topics

PM Office • Deal Approval • Internal Calls • Review Pipeline

SM Suggested Weekly Cadence

KEY Red: Mandatory Orange: Recommended Black: Minimize time spent

Sales Management Reinforcement

1. Separate team selling from skill building

2. Regular cadence

3. On purpose coaching vs. sporadic visits

4. Coach through the lens of the methodology

5. Questions vs. statements

6. Call to Action from the rep

Sales Methodology Questions

1. Have you mapped your buying process?

2. Have you measured sales cycle length, win rates and average selling price?

3. Have you measured your forecasting accuracy?

4. Have you embedded your sales methodology into your CRM system?

5. Have you prescribed a coaching cadence to drive reinforcement of your sales methodology?

Sign-up for a free sales methodology planning consultation by: E-mailing info@salesbenchmarkindex.com

Send a copy of presentation to you Additional questions can be sent directly to:

matt.sharrers@salesbenchmarkindex.com

Instant Improvements for Segmenting Your Accounts - How to Determine the Real Potential

of Your Accounts Thursday, December 8th , 2011 1:00 p.m. Central 30 minutes Register at http://www.salesbenchmarkindex.com

Thank-You for attending…

Further interest….

Sales Benchmark Index will….

Join us for our next Webinar….