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A C A D E M Y

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Who is QuEST Forum?

Global community of Service Providers, Suppliers & Liaisons

Jointly create, develop and share quality management standards, best practices offerings and industry-leading resources

Develops & maintains TL 9000, an information and communication technologies (ICT) industry quality management system standard



What Is ?

Created by the QuEST Forum

Globally recognized quality standard, designed to improve communications products: hardware, software and services

Built on ISO 9001 and the eight quality principles

Includes requirements for continual improvement, customer satisfaction and reporting of industry standard measurements



Improving Sales Funnel Efficiency

QuEST Forum Webinar

August 2015

Jerry Garrett

President &CEO

[email protected]

913-428-4557

mailto:[email protected]

Do You Have A Sales Process?

Can You Answer?

• How do you know you are

winning?

• How do you know you are

losing?

• What do you look for in a

sales campaign?

• What questions do you ask?

• Why have you been

successful?

18 Aug 2015 Company Confidential 6

Sales Funnel


Suspects

Mission

Prospects

Best Few

Mission: What, Who, Why. Company

Culture.

Suspects: Qualify to Capture Value

Prospects: Known Customers Requiring

Your Service or Solution

Single Sales Objective: Complex Sales

Requiring Action to Move the Project

Forward

“The business decision first, sales decision to follow.”

Ted Dimitriou

Copyright © Miller Heiman, 2002. All rights reserved

Customer’s Decision Steps

Trusted Advisor

Measure

Results

Implement

Negotiate and

Sign Contracts

Prove the

Concept

Evaluate

Products

Initiate a

Project

Define

Objectives

Assess the Problem/

Opportunity

Problem Solver

Credible Source

Vendor

Copyright © K2 Consulting 2006. All rights reserved.

18 Aug 2015 8

Management Questions


Copyright © Valkyrie Management Corporation. All rights reserved

5 Key Questions


Compelling Mechanism: What is the Issue or Reason

That is forcing the customer to make a decision?

Agreed Quantifiable Business Outcome: Your

solution will solve the Customer’s Company

Objective by How Much

Inside Support: Will Someone Represent Your

Solution? Are they influential?

Politics: Are You Aligned with ‘The’

Decision Makers? Show Political Map


Competitive Position: Do We Have a Temporary

Technical Advantage that Address Customer’s P & L?

Clarify and Verify Questions



Where influence runs in a non-traditional

direction, either upstream, or crosses

departmental boundaries.

Power Lines

Manager

Research &

Development

Director

Sales

President

& CEO

VP

Information

Technology

Director

Marketing

Manager

Sales

Manager

Manufacturing

Manager

Business

Development

Manager

Customer

Service

VP FinanceVP

Operations

Director

Engineering

Manager

Product

Development

V-Design

$ P R R

T V

V P T

R V

E = E = E U P = E U T X E +

D –

A – A =

A C V =

Valkyrie Management Corporation.

Inner

Circle

Political

Base

Defining the Political Map


“Defining the Political Map,” Power Based Selling, Jim Holden.

Consider..

Today

• “Elevator Speech”

• High Level Expectations

– Know My Business

– Solve My Problems

– Raise Revenue, Lower Cost

of Business

– Tie your T.T.A. to these

Customer Goals Objectives

• Move the Sale Forward

• Track SSO, Ask Yourself

Why do you Win/Lose


Consider.. Simple Tools


Master List Bids, Pipeline

• W/L

• Owner

• Segment

• Aging

GAP Sheet, the Few

• 5 questions, Mapping

• Validate

• Focus

Forecast

• Waterfall

• Define Changes

• Measure for Action

Consider..

Tomorrow

• Sales as a Process

• Objectives

– Which Accounts Should Be

Company Focus

– Establish, Enhance Control

Over These Opportunities

– Improve Forecast Accuracy

– Effectively Close

– Increase Repeat Business



Bill HoffmanSales [email protected]+1404-580-5407

Date: Adequacy: IDEAL CUSTOMER CRITERIA:

Salesperson:

Account/Prospect: Competition: 1.

Current Volume: 2.

SINGLE SALES OBJECTIVE 3.

Product/Service: 4.

Sales Rev/Units: 5.

Close Date: TOTAL 0

BUYING INFLUENCE ROLES DEGREE OF INFLUENCE M ODE Rating: Rate how w ell your base is covered w ith each

E = Economic H = High G = Grow th NOTE: Win-Results Statement : a short statement of the 'Buying Influence' for this sales objective .

T = Technical M = Medium T = Trouble personal Win that a Buying Influence attains w hen Red Flag: Uncovered Base, New Players/Reorganization, Uncovered Base, New Players/Reorganization,

U = User L = Low EK = Even Keel important measurable business Results are delivered. Uncertainty/Lack of Data

C = Coach OC = Overconfident Strengths: Areas of differentiation; Opportunities to

improve your position

BUYING INFLUENCES INVOLVED BUYING INFLUENCE'S KEY WIN-RESULTS HOW WELL IS BASE COVERED?

Name, Title, Location Role Mode

Win-Results Statement Evidence to support your Rating:Rating:

M atch to Criteria:

-5 to +5Jerry Garrett

Degree

of

Influence

8/11/2015 Updated: 8/11/2015

Total Potential:

My Position Vs. Competition:

Strategic Selling ® Blue Sheet Software

Strategic Analysis

Place in Sales Funnel:

Timing for Priorities:

Copyright © Miller Heiman, 2002. All rights reserved


I II III

Formal Informal

Frontal

Quantifiable

Business

Outcome

Customer’s

Project or

Problem

Temporary

Technical

Advantage

Customer’s

Political

Agenda

Customer’s

Goals and

Objectives

Product Business Political

WHO?

WHAT?

HOW?


Strategy, the Art of Winning

Mike KehnertK2 [email protected]+1904-612-3750


Special Product Company

15 Jul 15 Company Confidential 19

• Patented Passive Cooling Solutions

– Only Approved Repeater Enclosure for

Ethernet over Copper Deployment

• Cabinets, Enclosures

– Design to Build Solutions

– Fiber, Copper Solutions

• Diverse Revenue Stream

– Telephone ‘Blue Chips’

– Tier 2, 3 Phone Companies

– CATV, Transit, Small Cell, Air Traffic

• Private Equity Held

– Founded 1987

– Shawnee, KS

• www.spc.net

• [email protected]

http://www.spc.net/

Improving Sales Funnel Efficiency

Jerry Garrett

President & CEO

Special Product Company

Kansas City

[email protected]


Reference List

• The Art of War: Sun Tzu. Jame Clavell, Bantam Doubleday Bell

Publishing, ISBN 0-385-29985-0

• Strategy, The Art of Winning. Art Jacobs, Valkyrie Management

Corporation.

• Think and Sell Like a CEO. Anthony Parinello. Entrepreneur Press,

ISBN 159918033-2.

• The New Strategic Selling. Stephen E. Heiman and Diane Sanchez,

Warner Books. ISBN 0-446-67346-3

• The One Thing. Gary Keller, Jay Papasan. Bard Press, ISBN 978-1-

885167-77-4

• Power Base Selling. Jim Holden and Ryan Kubacki.


QUESTIONS & ANSWERS

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http://www.questforum.org/join/membership-overview/

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http://www.questforum.org/join/membership-overview/

http://www.questforum.org/ict-initiatives/small-business/

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