Sales Workshop Accelerating Sales Momentum Creating a Culture of Performance
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Transcript of Sales Workshop Accelerating Sales Momentum Creating a Culture of Performance
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Sales WorkshopAccelerating Sales Momentum
Creating a Culture of Performance
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Hopes
and
Fears
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Hope
is not a
Strategy
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MONEY MAKINGMACHINE
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Money Making Machine Steps
1. Which Actions Will Create Value Fastest?
2. Which Actions Eliminate the Most Waste?
3. Which Actions Will Release Most Money or
Free Up Most Resources?
4. Which Actions Are Required for Compliance?
5. Will this Action be Fun, and Will I Learn
Anything?
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Action Point
How can you apply the principles of
the Money Making Machine to YOUR
role?
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Selling Harder...
or
...Making Buying Easier?
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The Hunter has Become the Hunted...
“The hunter has become the hunted. Buyers are more informed and seek
information independent of sales. They have access to overwhelming amounts of
information, but seek intelligence they can trust to support their decision making
process.How sales people want to sell has little impact on how buyers choose to buy.
The knowledge driven buyer has raised the bar for sales people to be more informed and
better prepared to bring value to the interaction”
Sirius Decisions
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Vendors cannot hope to win over this new generation of highly-informed buyers simply by “selling harder”
B2B vendors have to learn to sell and market smarter, and to focus their energies on understanding and facilitating their prospects’ decision making process ...
... by developing a heightened capability to help their prospects make sense of their choices and enabling them to solve their most pressing business problems
Selling and Marketing Smarter
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12PRODUCTS SOLUTIONS
Crossing the Chasm
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Discussion
What are the characteristics of a
Solution Selling Organisation?
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Without a Problem
There is no Solution
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Solution-Driven Organisations...
Enable their customers to:
Solve Problems
Simplify Complexity
Cope with Change
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Why Change is Worth It
Sales performance is unpredictableProspects show interest but not urgencyHard to defend price pointsEvery sale is “hand-to-hand combat”Success due to luck rather than process
Widely recognised as thought leadersMost sales people on / above quotaProspects willing to make buy decisionsEasy to attract and retain top talentThey make winning a habit
OLD WORLD
NEW WORLD
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Organisations who do not
change will have change
forced upon them
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Down the Drain...
80%...of Marketing Materials
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Down the Drain...
80%...of Sales Training
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Down the Drain...
80%...of Sales Leads
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5SourcesofMomentum
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VISION
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Vision
Vision not Hallucination
Customers vs. Company
Markets vs. Products
Destiny vs. History
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FOCUS
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Focus
Identify With
Issues vs. Features
Trusted Advisors
Find vs. Found
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DIFFERENTIATION
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Differentiation
Get Found
Always a Choice
Different vs. Better
Urgent vs. Interesting
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TRUST
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Trust
Language
Credibility
Empathy
Issues not Features
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COLLABORATION
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Collaboration
Common Language and Goals
Sharing
Best Practice
Continuous Improvement
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5 Sources of Momentum
VISION
FOCUS
DIFFERENTIATION
TRUST
COLLABORATION
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Focus on Value
ROIReturn on Investment
COICost of Inaction
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PAINOF STATUS
QUO
RISKOFCHANGE
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TRENDS
What are the key trends affecting your prospect’s most important
markets? What effect is legislation, competition, new
technology or structural change having on their business? How is their competitive position being
affected?
What are the most common trigger events - both inside and
outside their company - that might cause your prospects to
suddenly recognise that the status quo no longer prevails,
and that they may need to take action as a result?
TRIGGER
TRIGGERS
Trends and Triggers
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YCDBSOYB