Neil is Director of EMEA Sales at Huddle. Neil discusses the methods on selling technology into companies, the science of sales and bridging the gap between sales and development.

1. The Science of Selling
Neil Ryland

2. About me
 Sales – love selling!
 Keen sportsman - rugby
 Re-born technology enthusiast
 Travelled and big adrenaline junky
 Love my dog

3. Agenda
 The science behind the numbers
 Selling ‘The Cloud’
 The sales and development love affair
 Questions

4. The boiler room that is sales
It’s all about the number!!!
But how do you become closer and
earn that coffee??
1) Organisation
2) Planning
3) Hitting KPI’s
4) Confidence
5) Questioning

5. Organization and planning
 KYB - Know Your business
 KPI - Key Performance Indicators
 Weekly planner
 Know your product
 Know your customers
 Know your competition

6. What are Harry’s KPIs
Calls 120
Successful Calls 60
Demos 0
Opps 20
Number of deals 5
AOV £2,000
£ £10,000

7. Making that target
120 Calls 120
60 Successful Calls 60
0 Demos 15
20 Opps 30
5 Number of deals 10
£2,000 AOV £2,000
£10,000 £ £20,000

8. The funnel
•New opportunity
Fill it up •Fact finding
•Develop solution
Qualification •Timeframes/Decision making process
•Proposal/Negotiation
Closing •Final proposal/Sign-off

9. Questioning
 Listening skills
 Open end questions for discovery
 Close and summarize techniques
 SPIN selling
 Solution selling
 6 qualification questions

10. Confidence

11. Keep calm and carry on

12. Selling ‘Cloud’ is the sales’ new buzz
Social
Pigeon Carrier Letters Fax Email Mobile
Enterprise

13. Got it? Don’t understand the product?
Opposites attract – sales and development

14. Ladies and Gentleman…….
Red Corner – Sales
1)Extrovert
2)Confident
3)Flashy watches
Vs Blue Corner – Developers
1.Introvert
2.Shy
3.Live / breathe the computer

15. Mutual understanding
£
Sales Product

16. Science of selling…
(K x A) + P x W =
K = Knowledge
A = Ability
W = Work
P = Product

17. Thank you.
Neil Ryland
Neil@huddle.com
@nryland
© 2010 Ninian Solutions Ltd