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Sales WorkshopAccelerating Sales Momentum

Creating a Culture of Performance

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3

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

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