LISTEN
INTEGRITY
ENTHUSIASM
Desire to
LEARN
Courtesy & Sincere FOLLOW UP
36 Hour Rule
Step 2 - Briefing & Buy In
Step 4 - Roll Out
Funnel, Pipeline & Forecast Congruence
Adjust Confidence Factors, Winning Behaviors & metrics by BU
Implementation of automated metric system
Harris PSSG Sales Enablement Road Map
RESULTS!!!!
"The real contest is between what you've done and what you're capable of doing." Franklin D. Roosevelt
Phase 2 - Rolling Thunder
Phase 1 - The Big Bang
Common Lexicon
Presentation Techniques
Stages of
Sales Cycle
Target Market & Competition Analysis
Tradeshow Maximization
Continual Learning
Power Positions
Step 3 - Initial PSSG Wide Sales Training
Discovery & Insight
Presentations that come to LIFE!
Tradeshow Maximization
Finding your Story
Introduce Confidence Factor; Collaborate on Winning Behaviors & metrics
Common Lexicon
EVP/Leadership Input & Buy In
Purity of intention; reliability, a healthy honesty & true sincerity, regardless of who is watching
PART of the TEAM
Step 1 - Foundational Work
Town Hall Meetings
Important
Unique
Defensible
Stages of the Sales Cycle