8 great-sales-initiatives-you-can-complete-in-a-day
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8 great sales initiatives you can complete in a day
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8 great-sales-initiatives-you-can-complete-in-a-day
- 1. 8 Great Sales Initiatives You Can Complete in a Day Barry Rosen The Pursuit Group
- 2. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #1. Review Proposals • Consistency • Persuasiveness • Professionalism YouCustomer Vs.
- 3. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #2. Involve Marketing
- 4. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #3. Involve Customers ABC, Inc. EFG Corp IJK Associates MNO, Inc. QRS, Inc. UVW Corporation XYZ Corp
- 5. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #4. Establish Business Rules Simple rules:
- 6. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #5. Create a Top Ten • Development plan • Timetable • Quarterly progress meetings
- 7. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #6. Match Personalities • Top Ten comparison
- 8. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #7. Categorize your Customers All of their business; low growth opportunity Some business; high growth opportunity
- 9. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day #8. Investigate Defeat • Research why and what could have been done better
- 10. © The Pursuit Group, Inc. 2006 8 Great Sales Initiatives You Can Complete in a Day The Pursuit Group 866-4-PURSUE www.thepursuitgroup.com brosen@thepursuitgroup.com
Notas do Editor
- Hi, I’m Barry Rosen from The Pursuit Group. In this presentation we’ll highlight 8 Great Sales Initiatives You Can Complete in a Day. Thanks for viewing. Sometimes sales organizations suffer from eyes bigger than their stomachs, and undertake complex sales initiatives that never get off the ground. But there are plenty of improvement programs that can be completed quickly and yield a big return. Here are 8 of them.
- #1…Collect the last 20 proposals your sales team made and lay them out on a conference table. Look for consistency and persuasiveness of format and message. Professionalism of graphics and grammar. And an orientation around the customer’s needs rather than your company, product or service. Let what you see guide your next steps.
- #2. Involve marketing to help add a creative boost to your large account selling. Invite them to an account-by-account status meeting and ask them to come up with ways to communicate, interact and “wow” each opportunity.
- #3. Take a list of qualified prospects to your five best customers and see if they can help. Often, they’ll have an “in” somewhere and will be more than happy to make a call or join a meeting on your behalf.
- #4. Set three simple business rules to accelerate the sales cycle. For example, establish that your CEO will personally call all prospects above a certain value…or that you will activate an online collaboration site for each deal that involves multiple layers of decision-makers.
- #5. Have each member of your sales staff create a “top ten” list of prospects and ask them for a practical development plan and timetable for each. To reinforce, hold quarterly Top Ten meetings with each producer to check progress and look for ways to support the effort.
- #6. Take your Top Ten prospects and compare the personalities of the key decision-makers with the salesperson assigned to them. Address any mismatches by coaching the rep on adapting, involving other team members, or re-assigning.
- #7. Take the top third of your customer base and place each into one of two buckets: 1) those for which you have all of their potential business; and 2) those where you have some of their business, but which offer room to grow. Consider the different goals and strategies for each bucket.
- And #8. Call the last five prospects that didn’t buy and find out why. Be sure to treat this as a research call, not a sales call. And…don’t accept “lower price” as a real answer. Ask what you could have done better. In most cases, you’ll be surprised by how helpful they’ll be.
- And for good measure, here’s one more initiative. Call The Pursuit Group. We would love to discuss how we can help you optimize your selling efforts. Thanks for viewing.