Copyright © 2010 Handel Barr Learning Inc. All rights reserved.

The Sales Game

Presented byBill Barr, President

Handel Barr Learning, Inc.

1B2B Sales Games

Copyright © 2010 Handel Barr Learning Inc. All rights reserved.2

Mark Twain

“It ain’t what you don’t know that gets you in trouble.

It’s what you know for sure that ain’t so.”

Samuel Langhorne Clemens

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Marketing“Find a need and fill it.”

• Offering• Promotion

• Pricing• Distribution

• BrandALL MARKETERS ARE LIARS/TELL STORIES

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PromotionComponents

• Advertising• Sales Promotions• Events/Experiences• Public Relations• Personal Selling• Direct Marketing

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Personal Selling

• Marketing spends money to find leads

• Sales turn leads into money

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Sales Careers

• Consumer selling (B2C)

• Government selling (B2G)

• Business selling (B2B)

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Selling – Who Needs It?

• Complex offering• Major ticket offering• New offering• Highly technical offering• Unsought offering• Others???________________________

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Sales Roles

• Sales Representative - Outside rep - Inside rep• Account Manager• Technical Sales rep• Sales Support• Sales Manager• CSO• Everybody in the company

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• Commodity Price/Availability

• Product/Service Feature/Benefit

• Solution Need Satisfaction

• Customer Experience Trusted Advisor

Sales Approaches

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Sales and Marketing Don’t Get Along

Leads– Leads are criticized as worthless by sales– Not enough leads generated to satisfy sales– Sales don’t track Marketing Leads to measure

effectiveness– Sales uses ineffective techniques to turn leads into

prospects– Sales won’t give up success stories– Sales won’t tell us what the customer wants

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How Customers Buy

Source: The Psychology Behind Consumer Decision Making By: Christian Fea

Recognizing a Need

Information and Alternatives

The Purchase

Customer Decision Process

Time

Post Evaluation

WantsNeeds

Problems

Best ChoiceComparisonsInformation

DecisionBest Price

Consequences

Tell OthersSatisfaction

Buyer’s Remorse

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What I Am Doing About It

B2B Learning Games from– Training with a fun factor built in– Training that is “Sticky”– Experiential learning - 90% learning retention– Cost effective• Less time away from work• Lower cost of the training program

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Success Story Elements

• Who? – Target Job Title/Function• What? – Hurt/Problem/Challenge• Ahh! - Ideal State• So what? – Numbers/Measurement• How? – Knowledge of the Offering

The THINK System

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The Start• Target – Sales & Marketing Leaders• Hurt – Poor lead performance• Ideal State – Teaming together with a standardized

lead content management format• Numbers – % Lead to Prospect, % Leads worked• Knowledge – Board & Web versions, only 1.5 hours,

can be repeated, immediate feedback, easy to implement, group and individual learning

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You Can Help!

• Field Testing Underway• Free Learning Event• Fun Experience• Résumé Bullet

B2B Sales Games

The Sweet Taste of Success!Bill Barr

bbarr@salescandy.com