w w w . l a n d s l i d e . c o m Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Numbers Sometimes Lie: Take a Realistic Look at Your Sales Pipeline and
Selling Process Before It's Too Late!
Landslide Technologieswww.landslide.com
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
About Mark Sellers
•Author, The Funnel Principle©
•Sales Consultant and Funnel Expert
•Founder Breakthrough Sales Performance® 1996
Clients Include: Whirlpool Corp., Mass Mutual, Goodyear, Honeywell, and Smith & Nephew
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Context for Today’s Webinar
• Achieve 2009 quota or budget or goal - a race to the finish!
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Five Objectives Today
Using the BuyCycle Funnel™
Learn the most important question to ask for every sale on your 2009 funnel
Learn why Stage 2 deals can help you increase your close rate
Learn to quickly disqualify deals that won’t close in 2009
Learn the five variables that are present in every sale and,
Learn how to organize that information using a process to consistently set effective sales strategies
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Quick Poll
1. Do you expect to hit your 2009 quota?
2. How confident are you in knowing which deals deserve your attention and which ones do not?
3. How confident are you that your strategies for key deals will take you one step closer to winning these sales?
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Three Foundation Principles
1. Know if funding has been committed
2. Focus on Stage 2 opportunities
3. Embrace deal process
Building World Class Sales
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#1 – The most important question…
• Is the customer committed to spending money this fiscal year if necessary to fix the problems?
Building World Class Sales
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This may seem obvious, but…
• What tangible evidence do you have?• Are you confusing budgeted with committed funding?
• Do you know who actually committed funding? • Do you know what’s at stake if the customer delays
or cancels a purchase? • Does the right person know how your solution avoids
jeopardizing what’s at stake? • Do you know the alternatives to making a purchase? • Has your sales strategy adapted to how ‘the
economy’ has changed the way your customers buy?
Building World Class Sales
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How you find out
• Get it from the source – the Person with Financial Authority (PFA)
• Ask the question – don’t beat around the bush• Don’t assume budget = committed to spend
money• Use Advocate to validate
Building World Class Sales
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Once funding is committed, then what?
• Are we sole sourced or flat spec’ed? • Are we the lead alternative?• Do we have access to the Person with Financial
Authority and other really important people? • Is our solution a fantastic fit to their needs? • What makes us unique and valuable to the customer
right now?
Building World Class Sales
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© Landslide 2009. All Rights Reserved
#2 – Stage 2 deals help you increase your close rate
Stage 2 Define Economic Consequence
• The customer is exploring the costs of the problems and has at least somewhat defined the financial impact of the problems
Building World Class Sales
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Why Stage 2s are important
• Customer still investing time • In the ‘go/no-go zone’• Early enough for you to shape • Not so far as to be ‘proposal fodder’
Stage 2 Opportunities
Building World Class Sales
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How to strategize Stage 2s
• Understand the ‘problem economics’• Learn scope of problem • Know who’s feeling the pain or who has
something to lose• Uncover the emotional trigger • Get access to the PFA, possibly
through an influential Advocate• Know the alternatives
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Sales Production System
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
Sales Production System
Building World Class Sales
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© Landslide 2009. All Rights Reserved
#3 – Disqualify the deals that won’t produce revenue in 2009
• Disqualify vs qualify • Goes against faith, hope, and
optimism
Building World Class Sales
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© Landslide 2009. All Rights Reserved
#3 – Disqualify the deals that won’t produce revenue in 2009
• Will it be a sale for anyone in 2009?
• Has funding been committed? • Is our solution a really REALLY
good fit for this customer?
Filter One
Building World Class Sales
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#3 – Disqualify the deals that won’t produce revenue in 2009
Filter Two• Advocate• Access to PFA• Perceived fit that we’re better
than any others• Flat spec-ed/sole sourced• We know their BATNA isn’t good
Building World Class Sales
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© Landslide 2009. All Rights Reserved
Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process
Sales Production System
Building World Class Sales
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© Landslide 2009. All Rights Reserved
#4 and #5 – Use sales process to make your sales analysis pay off
Learn the five variables in every sale to set the most effective strategy
Learn why process is needed to make your sales strategies most effective
Building World Class Sales
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© Landslide 2009. All Rights Reserved
The 5 variables
• The Problem• The People• The Money• The Motivations• The Alternatives
Building World Class Sales
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© Landslide 2009. All Rights Reserved
Setting process to these variables
• A series of seller actions• An ‘if this then that’ kind of flow • Use the buying process as your guide
Building World Class Sales
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© Landslide 2009. All Rights Reserved
Building World Class Sales
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© Landslide 2009. All Rights Reserved
Four Elements of a Sales Production System
1 – Four-tiered Selling Process
Tier 1 - Developing an end-to-end sales cycle
Tier 2 – Identifying goals for each phase
Tier 3- Identifying activities to achieve each goal
Tier 4 – Identifying tools need to complete the activity
Building World Class Sales
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© Landslide 2009. All Rights Reserved
Ex. Seller Focus for a Stage 2 sale (Define Economic Consequence)
• Problem• Understand the problem economics • Learn scope and reach of problem • Help build a business case
• People • Who’s feeling the pain • Does the PFA know costs of problem?
• Motivation • Who’s motivated to act? Who’s not and why?
• Money• How does PFA feel about spending any money to fix the
problem?
Building World Class Sales
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Monitoring Tools • Volume of deals flowing through the production line• Velocity of deal flow• Effectiveness of the sales tools• Effectiveness of salespeople
Sales Production System
Building World Class Sales
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© Landslide 2009. All Rights Reserved
Summary
• Commit Funding 2009• Stage 2s can be promising• Deal process
Building World Class Sales
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© Landslide 2009. All Rights Reserved
Customizable Sales Process by Industry, Sales Culture, Product and Mode
Identifies the best selling practices for your organization Make process central to the everyday sales activities of your team
Selling and Conversation Tools Monitoring and Research Tools Buyer Management Tools
Outsource Data Entry to a Sales Assistant Expert Guidance during the Sales Cycle Pipeline Management Support
Landslide Sales P3 System – Sales Production System
Building World Class Sales
Organizations
© Landslide 2009. All Rights Reserved
WAIT! Before you go…
• Contact Mark SellersPhone: 1-614-571-8267 Email: [email protected]
Web: www.funnelprinciple.com
• Slides for today’s webinarDownload at www.landslide.com/webinar
• Sign up for a live online demo of Landslide:Phone: 1-866-450-8522 Email: [email protected] Web:
www.landslide.com/demo
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