Sales Power Strategies: Keys to Thriving in the New Normal
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Rick Page, The Complex Sale, AribaLIVE 2011 http://exchange.ariba.com/community/events/aribalive
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Sales Power Strategies: Keys to Thriving in the New Normal
- 1. Sales Power Strategies Keys to Thriving in the New Normal
- 8. Michael Porter © 2011 Ariba, Inc. All rights reserved. Where is the buyer’s company culture? Differentiated Value Low Price
- 9. From Product to Extended Product, to Solution, to Strategic Solution $ Value Total Cost of Ownership vs. Return © 2011 Ariba, Inc. All rights reserved.
- 12. Selling Strategy Based on How the Customer Buys Customer Segmentation - Gone Wrong © 2011 Ariba, Inc. All rights reserved. Seller Partner Consultative Seller Demand Creator Hunter Farmer Teller Value & Margins Low Price High Trust Low Trust Partner Buyer Solution Sponsor Competitive Repetitive Commodity eCommerce eCommerce Airlines, Banks, Support Overkill Hit & Run Wasted
- 13. So What Value Does The Salesperson Bring to the Chain in Today’s Reality? Courage, Competitiveness Strategic literacy, Discernment Political savvy, High energy Leadership Passive Reactive Relationship only Task only Quote & hope No talent No process Politically naïve Focus on “our stuff” No plan Comp = $50K to $250K Travel Expense Cost of a Bad Hire = 1 to 2 times quota Turnover = 15-30% Loss rate = > 50% © 2011 Ariba, Inc. All rights reserved. Make It Happen Watch It Happen Wonder What Happened?
- 14. Selling Strategy Based on How the Customer Buys Customer Segmentation © 2011 Ariba, Inc. All rights reserved. Partner Buyer Seller Partner Business Partnering, Preferred Vendor Segment Works best in strategic solutions or enabling components co-designing or where your solutions form an essential part of their value chain. Major brands to Wal-Mart or Target, advertising, essential materials for mfg.; government, defense, global accounts
- 15. Selling Strategy Based on How the Customer Buys Customer Segmentation © 2011 Ariba, Inc. All rights reserved. Buyer Solution Sponsor Competitive Seller Consultative Seller Demand Creator Hunter Business Development, Opportunity Management, Demand Creation Segment Works best in complicated, strategic solutions in committee evaluations - software, consulting, capital equipment, medical eqpt., systems, airplanes.
- 16. Selling Strategy Based on How the Customer Buys Customer Segmentation © 2011 Ariba, Inc. All rights reserved. Buyer Repetitive Commodity Seller Works best on where the benefits and differentiators are easily understood. Can get greater volumes and coverage at lower cost of sales. eCommerce eCommerce Low Price Segment
- 17. #1 Rule in Selling © 2011 Ariba, Inc. All rights reserved. Pitney-Bowes Rebids Less Often
- 19. CSO Insights 2011 Survey Percentage of your forecasted opportunities resulted in wins, losses, or no decision? © 2011 Ariba, Inc. All rights reserved. 46.4% 30.0% 23.6% Wins Losses No decision
- 21. Bummer of a birthmark, Hal © 2011 Ariba, Inc. All rights reserved.
- 23. Selling Strategy Based on How the Customer Buys Customer Segmentation © 2011 Ariba, Inc. All rights reserved. Partner Buyer Seller Partner Business Partnering, Preferred Vendor Segment Works best in strategic solutions or enabling components co-designing or where your solutions form an essential part of their value chain. Major brands to Wal-Mart or Target, advertising, essential materials for mfg.; government, defense, global accounts Preferred Vendor Major Acct. Mgr.
- 25. T.otal E.nterprise A.ccount M.anagement ® Evaluate & Segment for Investment Objectives © 2011 Ariba, Inc. All rights reserved. Account Segmentation Repair, Reduce Investment, or Maintain? Partnership Grow the Account Preferred Vendor Penetrate A B C Platinum Gold Medallion
- 26. Building Relationships The First Sale is you © 2011 Ariba, Inc. All rights reserved. Alignment Acceptance Rapport Preference Performance Trust Advisor
- 28. Industry Networked Consultant Political Navigation & Sponsorship Dept. 3 Point of Entry Dept. 2 Dept. 4 © 2011 Ariba, Inc. All rights reserved.
- 29. Selling Strategy Based on How the Customer Buys Customer Segmentation © 2011 Ariba, Inc. All rights reserved. Buyer Repetitive Commodity Seller Works best on where the benefits and differentiators are easily understood. Works well where vendor is approved and more product must be pulled through. Can get greater volumes and coverage at lower cost of sales. eCommerce eCommerce Low Price Segment
- 30. eCommerce Strategy Differentiation = Value, Advantage eCommerce Low Price – High Volumes, Less Cost, Unbundle Pull Value, Advantage, Differentiation Seller Buyer Commoditization = Lower Price User Dept 2 Division B Greater Volume Lower Cost of Sales Greater Discovery A win for procurement Marketing, Sales 2.0 Collaboration Content, Webinars White Papers Research, Ideas Trends, Benchmarks Web Site, Ads Best Practices Execs
- 32. Questions & Feedback [email_address] www.complexsale.com
- 35. Questions © 2011 Ariba, Inc. All rights reserved.
- 37. Sales Power Strategies Keys to Thriving in the New Normal
Notas do Editor
- Ariba offers three levels of its eCommerce Accelerator program designed to meet different needs. The right package for your business depends on where you are in the eCommerce journey, your need for technical and strategic support, the number of customers you transact with through Ariba, and your vision and long-term strategy for growing your business through an eCommerce channel. Each package combines networking, marketing, and consulting offerings that take your business to the next level. We’ll help you find and connect with your existing customers on the Network, get new customers, and use the Network to service everyone more efficiently and cost effectively. Silver Level: For Suppliers Ready to Grow Their Business with Ariba The Silver package can help you deepen participation with Ariba. You get two hours of PowerNetworking services to help you find and connect with all of your existing customers on the Network, as well as marketing opportunities to find new customers (such as six months of customized banner ads on Supply Watch, our quarterly category trend report available to all members). The package also includes 10 hours of consulting services – as well as two preferred supplier designations that showcase your ecommrece capabilities. Gold Level: For Experienced Ariba Suppliers Ready to Expand Their Business If you’ve been transacting on the Ariba Network with a substantial number of customers – or already have a substantial eCommerce business and want to use the Network as a new sales channel – the Gold-level package is for you. You get five hours of PowerNetworking services, where we’ll cross-reference your customer list with the Ariba buyer list so you can drive more customers to adopt eCommerce with you. Stepping up to Gold also includes Express Content that provides greater visibility to your products and services by providing prospective customers with free, “ready-to-use” catalog content so they can easily find and begin working with your company. The Gold package also includes 40 hours of technical and strategic consulting services, three preferred supplier designations, and multiple marketing and networking opportunities. For example, you get full membership in the Ariba Supplier User Community and an opportunity to meet with the Ariba Steering Committee. Platinum Level: For Large Companies Using the Network as a Strategic Channel The Platinum-level package is designed for suppliers that are ready to become strategic partners with Ariba - companies that are already using the Ariba Network strategically and servicing many customers through it. With access to 80 hours of consulting services and dedicated account management, you can make the most of every opportunity to grow your business and engage more customers in eCommerce. Special marketing opportunities include joint press releases and PR support, plus a video testimonial on the Ariba web site. You also receive a test license for Ariba Buyer software so you can truly gauge the customer experience with your eCommerce presence thru Ariba. And with full membership in both the Ariba User Community and Ariba Steering Committee, you not only heavily influence product development, but also benefit from strategic roadmapping with Ariba executives who personally consult on how to leverage Ariba more effectively.