pimp your sales process and profits

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www.intergen.co.nz

Pimp Your Sales Process &

Profits

Agenda

• Selling in the current environment

• Optimising your Sales Process

• Increasing Sales Effectiveness

• Maximising CRM to increase profits

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www.intergen.co.nz

www.salesstar.com

www.intergen.co.nz

Tight Economy

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Selling has Changed

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Formula For Sales Success

Success = Clarity + Activity + Effectiveness

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CRM is NOT a Panacea

Optimise Sales Process

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Suspect Solution

Lead

Visual Sales Process

Meeting

Qualified Prospect

Closed

$

Problem $

Touch Points 7-12

problem

Finding Compelling Needs

Suspect Solution

Lead

Visual Sales Process

Meeting

Qualified Prospect

Closed

Touch Points 7-12

Committed to finding a solution

Finding Compelling Needs

Build Rapport

Time Frame

Budget Friendly

Understand Competitors

Other Decision makers

Decision making process

Negotiate

Follow up

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Sales Pipeline

Dead & Wounded

The Battle Front

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Sales Effectiveness

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Qualifying Check List

Out Comes in Sales Process

Built Strong Rapport

Found Compelling Need

Know the GAP

Committed for a Solution

Know Decision Making Process

Identified Other Decision Makers

Understand Competitors

Budget Friendly

Know Time Frame

Decision Promised on Quote

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Crystal Ball

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Company Product Sales Stage Opportunity Probability Weighted Est. closed

Company 1 A

Present

Solution $ 75,000.00 50% $ 37,500.00 14/04/2010

Company 2 B Opportunity $ 12,000.00 60% $ 7,200.00 5/05/2010

Company 3 C Suspect $ 20,000.00 10% $ 2,000.00 12/05/2010

Company 4 D

Present

Solution $ 24,000.00 90% $ 21,600.00 14/05/2010

Company 5 A Opportunity $ 6,000.00 30% $ 1,800.00 20/07/2010

Company 6 B Opportunity $ 12,000.00 50% $ 6,000.00 19/04/2010

Company 7 C Opportunity $ 10,000.00 50% $ 5,000.00 11/06/2010

Company 8 A Opportunity $ 5,000.00 20% $ 1,000.00 21/04/2010

Total $ 164,000 $ 82,100.

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www.intergen.co.nz

www.salesstar.com

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Driving Sales Success

2

Automate CRM

3

QUALITY

1

Optimize Sales

Process

5

HOLD THEM

ACCOUNTABLE

4

TRAINING &

COACHING

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www.intergen.co.nz