EXECUTION – The Last Word in Sales! Everything Else is Just Talk!
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R enbo r ActiveConversion presents: Tibor Shanto - Renbor Sales Solutions EXECUTION – The Last Word In Sales! www.ActiveConversion.com | 1-877-871-2ROI Sell better by educating your team to deliver results rather than just complete tasks.
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Transcript of EXECUTION – The Last Word in Sales! Everything Else is Just Talk!
Renbor
ActiveConversion presents:Tibor Shanto - Renbor Sales Solutions
EXECUTION – The Last Word In Sales!
www.ActiveConversion.com | 1-877-871-2ROI
Sell better by educating your team to deliver results rather than just complete tasks.
Renbor www.ActiveConversion.com | 1-877-871-2ROI
• Lead Generation – who is visiting your page• Lead Scoring – prioritization, timing• Lead Management – M&S alignment• Lead Nurturing – the leaky funnel• Marketing ROI – testing and measuring
What is ActiveConversion?
Renbor
Web Site Visits
Traditional Marketing:
Trade Shows, Ads
Email:
Blasts & Nurturing
Social Media: Blogs, FB, LinkedIn Twitter
Search Engine Visibility
PPC, Banner Ads
Web 2.0 Marketing
www.ActiveConversion.com | 1-877-871-2ROI
ActiveConversion:Lead Generation Prospect ScoringCompetitive Intel
CRM:Contact
Relationship Management
Software
Identified individuals tracked + scored
Auto filtered for Sales Reps prioritization; a self populating call list
Click throughs are like form fills
Fact: Only 0.5-4% of visitors to your website identify themselves
Anonymous Visits Identified
Renbor
Tibor Shanto
• Principal – Renbor Sales Solutions Inc.
• B2B New Business Acquisition
• Focus on Execution• Helping companies
and individuals succeed and sell better by delivering results rather than just completing tasks.
“What’s in Your Pipeline?”
(416) 671-3555
www.sellbetter.ca
www.sellbetter.ca/blog
www.twitter.com/renbor
Renbor “What’s in Your Pipeline?”
Renbor
http://bit.ly/renbor-execute
“What’s in Your Pipeline?”
Renbor
Online Access
• The presentation and all the worksheets and tools are available for download at:
http://bit.ly/ac1webinar
“What’s in Your Pipeline?”
Renbor “What’s in Your Pipeline?”
Renbor “What’s in Your Pipeline?”
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80
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1. 2. 3.How will you increase your average Revenue?
How will you increase your number of customers?
How will you increase your Profitability?
Renbor
• What do SPIN, Miller Heiman, EDGE framework have in common?
• They are just words without EXECUTION!
“What’s in Your Pipeline?”
Renbor
The silver bullet in sales is Execution
Everything else is Just Talk!
“What’s in Your Pipeline?”
Renbor
Execution
• Core components of sales execution Attitude Planning and Process Time and Timing Execute - Review - Evolve
“What’s in Your Pipeline?”
Renbor “What’s in Your Pipeline?”
Renbor “What’s in Your Pipeline?”
Renbor
Sales
“What’s in Your Pipeline?”
Renbor
Time and Timing
• Time Allocation
“What’s in Your Pipeline?”
Renbor
Time Allocation
“What’s in Your Pipeline?”
• Time Management – A stupid Concept
60 minutes come packed in to cartons of 24
These are placed in boxes of 7
Which are then loaded into containers of 52
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Time Allocation
• You can only allocate time, you can’t manage it
“What’s in Your Pipeline?”
Prospecting
Selling
Acc’t Mgent
Admin
Prep/research
Prospecting %
Selling %
Acc’t Mgent %
Admin %
Prep/research %
%
%
%
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Manage Activities
Renbor
Multi-Tasking
“What’s in Your Pipeline?”
Another Stupid Concept
Just an opportunity to not get a whole bunch of things done at once
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Attitude
“Attitude is more important than the past, than education, than money, than circumstances, than what people do or say. It is more important than appearance, giftedness, or skill.” Charles Swindoll
“What’s in Your Pipeline?”
Renbor
Attitude
• Core Sales Skill - can be worked on, developed and improved
• Seller’s Willingness - not “Thinking out of the box” it is about what you are prepared to do
• The difference between winging it, and being ready
• The difference between a rep who would rather look foolish practicing - than look foolish in front of a customer when they have not.
• Planning > experience based > on metrics
“What’s in Your Pipeline?”
“To be a great champion you must believe you are the best. If you’re not, pretend you are.” – Muhammad Ali
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Sales Process
• The Link Between Attitude and Planning
“What’s in Your Pipeline?”
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Planning Exercise
“What’s in Your Pipeline?”
20102005
Vacation Wedding
New Job
New Car
House
Divorce
RRSP New Furniture
Paint Room
Education/Course
ArtBroadway Show
Starting a Business
Self Improvement
Investment
iPadBlackBerry
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Planning Exercise
“What’s in Your Pipeline?”
20152010
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Sales Goals
“What’s in Your Pipeline?”
Renbor
Territory Planning
“What’s in Your Pipeline?”
Renbor “What’s in Your Pipeline?”
Industry Clasification or
Type of BusinessTotal in My
Territory
Number I have as
Customers
Remaining Prospects
Potential Revenue Profile
Renbor
Opportunity Matrix
“What’s in Your Pipeline?”
X
X
X
X
X
X
X
X
X
X
X
10
X
X
12
3
Renbor “What’s in Your Pipeline?”
President & CEO /Executive Producer
Key Value Drivers
Vice President /Executive Producer
Key Value Drivers
Director of BusinessDevelopment
Key Value Drivers
CFO
Key Value Drivers
Director ofTechnology/ Lead
Programmer
Key Value Drivers
Traffic Director
Key Value Drivers
Production Manager
Key Value Drivers
Public RelationsSpecialist
Key Value Drivers
Project Manager
Key Value Drivers
Strategic SourcingManager
Key Value Drivers
Director Sourcing
Key Value Drivers
Programmers
Key Value Drivers
Senior Programmer
Key Value Drivers
IT Manager
Key Value Drivers
Manager
Key Value Drivers
Assistant DirectorExecutive Assistant
Key Value Drivers
Renbor “What’s in Your Pipeline?”
Efficiently Executing
the Process
Renbor “What’s in Your Pipeline?”
Above the Funnel
Process Execution
Client Management
• Market Identification• Product Development• Demand Creation• Lead Gen & Management• Outreach• Engagement
• Strategy & Process• Value Creation• Time & Resource Management• Opportunity Management• Execution• Accurate Forecasting• Value Acceptance• Revenue Attainment
• Retention• Penetration• Up-selling• Referrals• Client Sat
Enhance Customer Relationship
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• Timing, Unknown factors, Nurturing, Re-engagement
The Leaky Funnel
“What’s in Your Pipeline?”
Renbor “What’s in Your Pipeline?”
Prospect
Management Skills Luck
Renbor “What’s in Your Pipeline?”
Looking at the steps and pieces that make the whole
Renbor “What’s in Your Pipeline?”
Renbor
How good is your sales process?
“What’s in Your Pipeline?”
Renbor
• Identify industry issues / standards
• Assess company buying information
• Assess high level business needs
• Estimate product / solution match
• Make go /no go decision
• Determine business drivers
• Verify and determine buying information
• Formulate and document buying /selling plan
• Confirm buying / selling commitments
• Make go / no go decision
• Conduct initial interviews
• Hypothesise product / service opportunities
• Develop initial value proposition
• Make go / no go decision
• NEXT STEP
• Inform customer• Conducts follow
up interview• Review interview
finding with customer
• Begin contract compliance process
• Make go /no go decision
• NEXT STEP
• Prepare value proposition component
• Prepare solution component
• Prepare demo component
• Prepare integrated presentation/s
• Make presentation/s
• Assess customer reaction
• NEXT STEP
• Prepare and present proposal presentation
• Negotiate and agree upon terms and conditions
• Obtain signed contract and close
Identify Suspects
Understand
business driver:
why buy?
Create value proposition:
why buy Your Company?
Present value
proposition: why buy now?
Reach agreement
and close
Confirm value proposition: why buy Your
Company?
Identify Suspects
Qualify as Prospect CloseQualify Opportunities &
Commitment
Your Company Your Company and Customer
Sales Process - Overview
E ED GEngage Discovery Gain Execute
Identify Suspects
Qualify as Prospect CloseQualify Opportunities &
Commitment
E ED GEngage Discovery Gain Execute
Renbor
Phase 1: Identify and Confirm SuspectsActivity Objectives Tasks Tools Desired
Outcomes
•Identify Industry Issues / trends / standards
•Learn general industry trends•Identify potential points of pain, technology standards and business best practice
•Research and review available publications•Utilise web resources•Research other companies in industry that use Your Company products / solutions•Summarise findings
•Your Company (internal), Google etc
•Knowledge of relevant industry issues / trends / standards
•Assess company buying information
•Obtain account buying information:–Financial stability, decision makers, preferences, (board members, experience, alliances)
•Competitive presence•Current IT environment
•Use Your Company•Summarise findings
•Account history (as available)•Publications•Your Company (internal),
•Knowledge of companies financial stability•Decision makers, preferences, competitor preference
•Assess high level business needs
•Be able to summarise and prioritise stated business objectives•Map company position within industry (e.g. market leader)•Identify potential high level needs•Identify industry or specific pain points
•Review available literature and web pages on business/ financial objectives•Summarise companies top 10 suppliers and customers•Review market analysis on company performance•Conduct preliminary SWOT analysis to determine specific needs
•Account history as available•Publications•Your Company (internal),
•Understanding of high level business needs
•Estimate product / solution match
•Determine degree of fit•Identify preliminary scope of the solution
•Map needs to specific lines of business•Match appropriate Your Company products / solutions to each functional area
•High level of concept of technical fit and solution
•Make go /no go decision
•Assess opportunity based on the following criteria:financial stability, decision makers, Your Company relationship, competitor presence, current business/technology/KM fit.
•CRM??•Sales Manager
Objective: Identify and initially qualify a potential opportunity
Renbor “What’s in Your Pipeline?”
Renbor
1) Which Trigger Events result in your best customers
2) What to say to get prospects to become your customers
3) How to close more sales with those who are motivated to buy now
Renbor
Trigger Event Book
www.SellBetter.ca/TriggerBook
Download preview Chapter
Renbor
http://bit.ly/renbor-execute
“What’s in Your Pipeline?”
Renbor
Online Access
• The presentation and all the worksheets and tools are available for download at:
http://bit.ly/ac1webinar
“What’s in Your Pipeline?”
Renbor
Yves MatsonSenior Account Executive
ActiveConversion403-508-9889 x118
Twitter: @Matsony @ActiveConv
LinkedIn: http://ca.linkedin.com/in/matsony
Questions?
www.ActiveConversion.com | 1-877-871-2ROI
Tibor ShantoPrincipal
Renbor Sales Solution+1 416 822-7781
www.SellBetter.ca
Twitter: @Renbor
LinkedIn: http://ca.linkedin.com/in/tshanto
Vote for Tibor as one of the 50 Most Influential People in Sales Lead Management in 2010:
http://bit.ly/vote4TS
