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Sales Development 2.1

With revolutionary services coming out at a high pace we need to change the way we train our sales professionals to ramp them quicker make them more competitive.
by

Brendan O'Donohoe

on 31 August 2015

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Transcript of Sales Development 2.1

? Hello John,

Thank you for making time today.

We agreed to the following 2 actions;
...
...

John, I will call you on Friday next week to follow-up

With kind regards,
Standard Sales Person TOOLS Tools are Game Changers METHODOLOGY TRAINING How t Tools - Methodology - Skill Methodology - Training - Skill Tools - Methodology - Training 4 1 3 2 Consultative using Salesforce Automation Succesful
Playbooks Advanced Methodologies Sales Superstars How to train Superstars? Focus & Drip! One Skill per week, 8 Weeks per Quarter. 4 Quarters in a Year Sales Transformation
Program Transformational Sales SKILLS Tools Don't Matter in the Wrong Hands The Best and the Rest Ryals and Davies identified seven behaviours of which only 3 were actaully related to sales success. By mapping how sales people relied on each behaviour, they discovered eight types of salespeople. But only three were consistently effective. These 3 made up 37% of the sample. The remaining 63% fell short. SKILLS: What are the most effective behaviours? The Effective Minority Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services Presentation & Rapport
Customer Interaction
Company Presentation
Meeting Preparation
The Sales Pitch
Story Telling
Rising to the Challenge WHAT EXPERTS DO BEST: SKIILS: What Skills set the Experts apart? Analytics What is Commoditized? Meeting Prep is automatic from dashboards an analytics
Company Presentation is automatic from content
Sales pitch is scripted from answers
The greats can then rise to the challenge by overcoming objections and storytelling What sets the top apart? Where do your People Fish? Automation focuses your team Question: Why invest in training
technology will automate? Latest in sales tools Only Salesforce manages from seed to harvest- across multiple harvests Social media unifies buyers and divides sellers Standard Sales Person They don't commit commodity errors: Customer opens Link Automatically collects data when email is opened, or a link is clicked You get viewer statistics, client can provide instant feedback and allow you to instantly modify the same asset A Standard Sales Person is trained to send a short Thank You note as follows: EXAMPLE: Turn a Thank You note into a qualifier! 1 2 3 4 5 Skip the hot-zones at the beginning and end of each quarter Divide your weekly sales excellence training in 3 programs, skills, tools and methodologies During Sales Excellence training, focus on only one key skills at a time for 60 minutes per week. And do it for 8 weeks per quarter. During the sales meeting provide a sales training class such as Dan Adams Selling to CxOs These are skills
that can be
taught! Standard Sales Training by Brendan O'Donohoe QUESTION: How do you break out of your Sales Rut? Provocative Approach Require constant refinement to meet the rapid changes in the competitive market Old Tools Used In New Ways Tools - Training - Skill QUESTION: Does your team use web-based selling tools? How do you cut through the complication? Example of an engaging SalesPitch by SolidLine\Media Harvard Business Review Provocative
Superstars Used Best People Early on Standard
Consultative Sales Methodology With a (you need this too) Creates On Dispersive Ground On Facile Ground On Contentious Ground Open Ground Ground of intersecting Highways Serious Ground Difficult Ground Hemmed-In Ground Desperate Ground Endure, do not stop selling No Bid Will end up in price competition. Accellerate the bid. Delay the bid Focus on the 'one' key
differentiator. Push hard! Partner to provide a complete solution in order to differentiate Change the criteria (buyer, requirements, timing) fight not attack not gather and plunder halt not do not block your opponent keep steadily on the march resort to stratagem fight joind hands with your allies Sell more, increase term & design-in new projects. salesforce.com With todays buyer having full access to info 24/7
Sellers who has to meet rev-rec changes
Whilst competitors are switching strategies Once a year training is needed but not enough!
for 3 days locked inside = 5-10% retention?
On methodologies 'from the bubble age' 1 2 3 4 5 6 7 8 9 Basic Market
Situation Competitive
Differentiators Sales
Strategies = + + executed
through Explained Concept Concept
Explained transform The Sales-Pro vs. The Buyer We need to Transform Sales Your team lacks "state-of the art sales tools," needs to tune to a social selling "toolkit" and develop new methodologies as your buyers are looking in different places, and is gaining superior insights. where is my cloud? Buyers Benefit-
Sales Reps "Waste Time" yet more transactional Sales are more complex Is your team
adapting ? Buyer
Accelerators "at internet speed" what is the
value? help me! Equalizer: Hosted in cloud Accessed on iPad all in one place makes things
easy Action Plan Introduction Explaining my
thought process Conclusion Critical
Path Anticipated
Impact Start Finish Provide the right Tools
Train Social Selling Skills
Coach on Methodologies
Provide Training Conduct analysis to determine which marketing is effective A Superstar sends a thank you note but includes a link to a value-add asset. Send TY E-mail TOOLS: Salesforce as a Superstar Tool Take action: Call, E-mail, or do nothing Question: Can this be taught? Does it need practice? Sales Becomes-
Order Fulfillment Behavioral
Change Do you manage accross the entire stream? Tell Salesforce I'm Busy! Sharpen the Saw: How Do You Generate Leads? How Do You Manage First Contact? Cost: $900 Billion to $1.3 Trillion
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