A Blueprint for Selling in Tough Economic Times Bruce Rasmussen Neal Cross Is selling any harder? IDC research Blueprint for selling in tough times Selling by provoking Provocative case studies FIELD SERVICE RESOURCES MARKETING SALES PEOPLE SALES MANAGERS CUSTOMERS ACT NOW ACT SOON REAP ASSESS INDIVIDUALSRETAINJETTISON REDUCED COST FOCUS on PERFORMERS SHORT TERM STIMULATION SHORT TERM SUPPORT RESULTS ASSESS INDIVIDUALSRETAINJETTISON COACH to COACH PLUG the GAP REDUCED COST BETTER ASSIST PERFORMERS BETTER ASSIST PERFORMERS MENTORRESULTS ASSESS for PROFITABILITYRETAINJETTISON APPROACH to REMOVE PROBLEMS REDUCE/REALLOCATE RESOURCES IMPROVE EFFICIENCIES BETTER SUPPORT RETAINED CUSTOMERS BETTER SUPPORT RETAINED CUSTOMERS SATISFYRESULTS ASSESS CURRENT INITIATIVESRETAINJETTISON PROMOTE SOLUTIONS for CUSTOMER SUCCESS MOTIVATE & TRAIN to SPOT OPPORTUNITIES IDENTIFY, QUALIFY & PASS ON OPPORTUNITIES S ALES B LUEPRINT FOR T OUGH E CONOMIC T IMES S ALES B LUEPRINT FOR T OUGH E CONOMIC T IMES Progression in sales methodology SOLUTIONSELLINGSOLUTIONSELLING HYPOTHESISSELLINGHYPOTHESISSELLINGPROVOCATIVESELLINGPROVOCATIVESELLING Address acknowledged pain point Question to identify needs Within existing budget Address unacknowledged angst Hypothesise to provoke response Create new budget Provocative Selling Neal Cross Platform Innovation Lead Microsoft Australia IAG Insurance the buzz insurance Financial Performance Compete Re-Org Motor Insurance Home insurance Business Insurance Direct + Broker Delivered IAG Credibility RelationshipIndustry Passion + Vision Clear Vision Think like a consumer Monetization BT Financial Group Customer Perception Too hard Microsoft not ready Costly Provoking High Risk Clear strategy Proof BT Financial Group And we liked the look of Microsofts strategic roadmap. The roadmap was an important consideration for us. We need to work with a company that will be continuously innovating. Bruce Rasmussen Bruce Rasmussen Neal Cross Neal Cross