a blueprint for selling in tough economic times
DESCRIPTION
A Blueprint for Selling in Tough Economic Times. Bruce Rasmussen Neal Cross. Is selling any harder? IDC research - 2009 Blueprint for selling in tough times Selling by provoking Provocative case studies. MOTIVATE & TRAIN to SPOT OPPORTUNITIES. IDENTIFY, QUALIFY & PASS ON OPPORTUNITIES. - PowerPoint PPT PresentationTRANSCRIPT
A Blueprint for Selling in Tough Economic Times
Bruce RasmussenNeal Cross
• Is selling any harder?
• IDC research - 2009• 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 INDIVIDUALS RETAIN
JETTISON REDUCED COSTFOCUS on
PERFORMERS
SHORT TERM STIMULATION
SHORT TERM SUPPORT RESULTS
ASSESS INDIVIDUALS RETAIN
JETTISON
COACH to COACH
PLUG theGAP
REDUCED COST BETTER ASSIST PERFORMERS
MENTOR RESULTS
ASSESS for PROFITABILITY RETAIN
JETTISON
APPROACH toREMOVE PROBLEMS
REDUCE/REALLOCATE RESOURCES
IMPROVE EFFICIENCIES BETTER SUPPORT RETAINED
CUSTOMERS
SATISFY RESULTS
ASSESS CURRENT
INITIATIVES
RETAIN
JETTISON
PROMOTE SOLUTIONS for
CUSTOMER SUCCESS
MOTIVATE & TRAINto
SPOT OPPORTUNITIES
IDENTIFY, QUALIFY & PASS ON
OPPORTUNITIESSALES BLUEPRINT
FORTOUGH ECONOMIC
TIMES
Progression in sales methodology
SOLUTIONSELLING
HYPOTHESISSELLING
PROVOCATIVESELLING
Address acknowledged
pain point
Question to identify needs
Within existing budget
Address unacknowledged
angst
Hypothesise to provoke response
Create new budget
Provocative Selling
Neal CrossPlatform Innovation LeadMicrosoft Australia
IAG Insurance – the buzz insurance
Financial Performance
Compete
Re-Org
Motor Insurance Homeinsurance
Business Insurance Direct +
Broker DeliveredIAG
Credibility
Relationship
Industry
Passion + Vision
Clear VisionThink like a consumerMonetization
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 Microsoft’s strategic roadmap. The roadmap was an important consideration for us. We need to work with a company that will be continuously innovating.”
