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Transcript of Presents Solution Selling ® for 1995-2004 Tech.Sell Corporation. All rights reserved. Tech.Sell is...
PresentsPresents
Solution SellingSolution Selling®® for for
1995-2004 Tech.Sell Corporation. All rights reserved. Tech.Sell is a registered trademark of the Tech.Sell Corporation. ©1985-2003 Solution Selling Inc., All rights reserved. Solution Selling® and Situational Fluency Prompter® are registered trademarks and service marks of Solution Selling, Inc. 9 Block Vision Processing Model™, Pain Chains™, Pain Sheets™, Pipeline Milestone Worksheet™ are trademarks and service marks of Solution Selling Inc. All other referenced marks are those of their respective owners.
Use It or Lose It!
Participants in sales training forget half of what they learn within five weeks.
"Without regular reinforcement, sales training's half life is a median of just 5.1 weeks…"
survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International
SPI Senior Consultant Bob McGarrah.
Weaknesses of Traditional Sales Training
• Lack of post training implementation 55%
• Lack of management support 32%
• Lack of measurable results
39%
• Lack of refresher course materials 31%survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International
Effective Means of Reinforcement
• Review & Coaching with Manager 46%
• Technology Reinforcement (CRM) 33%
survey of more than 6,000 sales professionals by Charlotte, NC, consultants Sales Performance International
Solution SellingSolution Selling®® forfor
A complete environment to build the Solution Selling®® habit.
•Easy to learn and use
•Supports all aspects of
•Real time measurement
•Coaching tools for managers
•Paperless reporting
Solution SellingSolution Selling®® forfor
Built on GoldMine by Tech.Sell®Built on GoldMine by Tech.Sell®
Features:
• Complete contact
management
• Shared calendar
• E-mail client
• Complete contact history
• Follow up system
• Communication Templates
• Links to Outlook and PDAs
• Proven performance
• 1.6 Million Users
Worldwide
Solution Selling® for GoldMineSolution Selling® for GoldMine
Features:
• Customized Contact Screen
• Automated Pipeline Milestone
Tracking
• Automated Forecast Updates
• Automated Follow up
• Communication Templates & Job
Aids
• Complete Solution Seller’s
Toolbox
• Reports to Track & Measure
Customized Contact Profile ScreenCustomized Contact Profile Screen
One place for:• Contact
information
• Opportunity Info
• Pipeline Info
• Sales Cycle Info
• Additional
Contacts
• Pending Activities
• Complete History
•Including e-mail
• All Documents
• Org Chart
• All info shared and
synchronized*
*With optional GoldSync
Using SSGM is EasyUsing SSGM is Easy
Simple Steps to Success
1.Enter Opportunity2.Set Close Date 3.Enter Potential 4.Complete Milestones
SSGMAutomatically Updates
• Stage• Probability • Forecast $• Dates in Pipeline
Screen.
Stages
Milestones
Automatically Track Pipeline MilestonesAutomatically Track Pipeline Milestones
As milestones are achieved, results and completion dates are captured in the Pipeline Milestone Tab.
Information is also available in hard copy report form.
Automatically Track Cycle TimesAutomatically Track Cycle Times
As stages are reached, cycle times are tracked.
Information is also available in hard copy report form.
Automated Follow UpAutomated Follow Up
Schedule Complete
FOLLOW UP!
SS for GM makes it easy to plan calls, appointments and tasks. When the event is complete, enter your notes and follow up reminders. You will be prompted to schedule a follow up activity – AUTOMATICALLY!
Communication TemplatesCommunication TemplatesFast Follow-ups, Targeted Blasts
• 18 E-mail and MS Word linked templates
• Simple and fast follow up supports the Solution Selling® Process*.
• Send to one contact or a targeted group
• Consistent high quality image and approved content
• Documents and e-mails automatically become part of contact history for easy access.Integrated e-mail client
*Template masters require final personalization to your company.
Seller’s Toolbox
• Complete Solution Selling® resource
• Over 40 tools and tips to keep you on track with the Solution Selling Process.
• PDF Attachments
• Word Templates
• Value Proposition™ Spreadsheet
• Pain Chain™
• 9-Block Vision Processing Model™
• Much More
Solution Seller’s Toolbox –What you need when you need it!Solution Seller’s Toolbox –What you need when you need it!
The Manager’s ToolkitThe Manager’s Toolkit
What gets measured gets done!
More than 20 specially designed reports track and measure performance consistently and accurately.
Solution SellingSolution Selling®® for for GoldMineGoldMine®®
Management ToolsManagement ToolsReports to-Reports to-
Manage the PipelineManage the Pipeline
Measure ActivityMeasure Activity
Track Marketing Track Marketing InformationInformation
Deliver Contact Deliver Contact InformationInformation
00-Pipeline Funnel Company -01-Pipeline Funnel by RepProvides a summary of all opportunities in each of the “sales” stages along with a grand total. Run it weekly and compare results.
00-Pipeline Funnel Company -01-Pipeline Funnel by RepProvides a summary of all opportunities in each of the “sales” stages along with a grand total. Run it weekly and compare results.
Solution SellingSolution Selling®® for for GoldMineGoldMine®®
*02-03-*Pipeline Milestones Worksheet Company/RepSorted by Client Name, provides a checklist of Milestones achieved through the current date. Rep version lists and breaks by sales rep. Run it weekly.
*02-03-*Pipeline Milestones Worksheet Company/RepSorted by Client Name, provides a checklist of Milestones achieved through the current date. Rep version lists and breaks by sales rep. Run it weekly.
Solution SellingSolution Selling®® for for GoldMineGoldMine®®
04-05-Opportunity Worksheet By Company–By Rep
Worksheet for sellers and manager. Lists every opportunity. Grouped by stage. Sorted by milestone. 3 sections provide critical information:
•Contact Info – Company, contact, phone etc.
Opportunity Info – Project/Product name, value, probability, forecast amount, close date, Milestone, Source
Activity – Last contact date, next scheduled follow-up call date, next step, number of days since last contact.
This report will keep you on top of every opportunity and prevent dollars from leaking through the cracks.
Reps run everyday. Managers run weekly
04-05-Opportunity Worksheet By Company–By Rep
Worksheet for sellers and manager. Lists every opportunity. Grouped by stage. Sorted by milestone. 3 sections provide critical information:
•Contact Info – Company, contact, phone etc.
Opportunity Info – Project/Product name, value, probability, forecast amount, close date, Milestone, Source
Activity – Last contact date, next scheduled follow-up call date, next step, number of days since last contact.
This report will keep you on top of every opportunity and prevent dollars from leaking through the cracks.
Reps run everyday. Managers run weekly
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
*07-*Sales Cycle Report Company Gives a breakdown of the cycle time of each opportunity from “In territory” date to “Signed Documents” WON date. .
*07-*Sales Cycle Report Company Gives a breakdown of the cycle time of each opportunity from “In territory” date to “Signed Documents” WON date. .
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
11-What’s Changed Report
Quickly see just what’s changed during the time period you choose. Tracks changes in the
•MilestoneStagePotential $Close DateRepContact Type
11-What’s Changed Report
Quickly see just what’s changed during the time period you choose. Tracks changes in the
•MilestoneStagePotential $Close DateRepContact Type
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
Management ToolsManagement ToolsReportsReports
Measuring ActivityMeasuring Activity
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
12-The Electronic Call Report
One of our most popular reports – eliminates the old paper call report mess.
Great for reps to see what’s happened in their territory while they’ve been out of touch;
Great for managers to see what’s gone in all territories.
Can be generated by all contacts, one contact and anything in-between.Prompts you for a date range.
12-The Electronic Call Report
One of our most popular reports – eliminates the old paper call report mess.
Great for reps to see what’s happened in their territory while they’ve been out of touch;
Great for managers to see what’s gone in all territories.
Can be generated by all contacts, one contact and anything in-between.Prompts you for a date range.
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
16-Completed Activity–Quick Look
How do you know who’s participating in your CRM program? Get the stragglers back on track quickly!
Sorted by user, this report focuses on the total number of completed Appointments, Phone Calls and Next Actions – in the date range you specified
16-Completed Activity–Quick Look
How do you know who’s participating in your CRM program? Get the stragglers back on track quickly!
Sorted by user, this report focuses on the total number of completed Appointments, Phone Calls and Next Actions – in the date range you specified
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
18-New Contacts CreatedWhat new contacts have been added to your database? Enter a date range (last week, last month) and see your new accounts listed by sales rep. Make sure you have a call back set.
Report sorts by rep. See what new businesses your team is working on.
18-New Contacts CreatedWhat new contacts have been added to your database? Enter a date range (last week, last month) and see your new accounts listed by sales rep. Make sure you have a call back set.
Report sorts by rep. See what new businesses your team is working on.
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
Management ToolsManagement ToolsReportsReports
Marketing InformationMarketing Information
Contact InformationContact Information
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
20-Leads by Source ListingAre your marketing investments paying off?
Report sorts and breaks by lead source. See the number and value of all opportunities generated by marketing source.
20-Leads by Source ListingAre your marketing investments paying off?
Report sorts and breaks by lead source. See the number and value of all opportunities generated by marketing source.
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
21-Customer Profile
Complete instant snapshot of all account info. A great report to take with you on a face-to-face meeting. Provides all information about that contact including:
Complete Milestone
DetailSecondary contactsPending ActivitiesComplete History Document linksNotes
21-Customer Profile
Complete instant snapshot of all account info. A great report to take with you on a face-to-face meeting. Provides all information about that contact including:
Complete Milestone
DetailSecondary contactsPending ActivitiesComplete History Document linksNotes
Solution SellingSolution Selling®® for GoldMine for GoldMine®®
NEW –Daily Field PlanningSometime paper works better. Also a great report for reps who can’t/won’t enter info in laptop. Can be managed by an sales admin who updates Gm and reprints the planner.Work your dayEnter notes Plan your next stepEnter in GM when you canReprint your next planner.
NEW –Daily Field PlanningSometime paper works better. Also a great report for reps who can’t/won’t enter info in laptop. Can be managed by an sales admin who updates Gm and reprints the planner.Work your dayEnter notes Plan your next stepEnter in GM when you canReprint your next planner.
When you just need a paper planner!When you just need a paper planner!
Sales people rarely spend their lives behind a desk.
GoldSync* Server to Undocked Remotes
iGoldMine* – Browser Based Access
PDA Sync- Sync with Palm and Pocket Pc
Office Office NetworkNetwork
Remote UserRemote User
SynchroniSynchronizeze
Inside outside -- Staying ConnectedInside outside -- Staying Connected
*Indicates optional serviceGoldSync license- included in CE
Support & TrainingSupport & Training
Consulting
Integration
Installation
Support
Training
Onsite Training
Live Web
Training
Manager
Coaching
Support
Over 10 years
experience in SFA
and GoldMine
Insuring Your Investment