anatomy of the sale
DESCRIPTION
A short presentation discussing many of the steps, tasks and touch points that go into a successful sales programTRANSCRIPT
Anatomy of the sale
Pathfinder Development
We prefer to base our approach on proven & repeatable methods
Are your sales methods based on art or science?
While individuals may be insoluble puzzles, in the aggregate they become mathematical certainties
"You can never foretell what any one man will do, but you can say with precision what an average number will be up to. Individuals vary, but percentages remain constant. "
Sherlock Holmes("The Sign of Four“
by Sir Arthur Conan Doyle)
The Law of Large Numbers (LLN) = Repeatable results
This Law of Large Numbers (LLN) is important because it “guarantees" stable long-term results for random events.
(I really don’t have the foggiest idea of what that says, but it seemed
cool.
I get the law – just not the formula)
In sales as well as marketing, it is important
to consider this concept in order to scale any
program or offering.
This is the beginning
WHY? - The big question
“Why” is the foundation of your business – and most sales people can’t answer this fundamental question
Do you know why people buy from you?
Do you know why they don’t?
A well designed and managed sales effort will produce repeatable results
Your ideal market is an aggregate of individuals.
This means that with a well tested approach, attention to the details of the process and a culture of continuous measurement and improvement; you can expect extremely reliable results for your sales efforts.
A successful sales program is far easier than building Model “T”s
Nothing is particularly hard if you divide it into small jobs.
Henry Ford
At the River Rouge Plant – Iron ore was poured into one end, and Model “T”s drove out the other. Hundreds of
small tasks. One goal.
There are no big problems, there are just a lot of little problems.
Also Henry Ford
We start at the beginning and go step-by-step from there
It is important to have a cohesive and structured approach to your sales efforts.
It is important to be able to test and measure the outcome of each step.
You can’t manage it unless you can measure it!
Each member of your staff both contributes to, and
interferes with, your sales efforts.
The anatomy of the sale
By understanding all of the tasks that effect sales, we
can understand the anatomy of the sale.
The “sales assembly line” produces results
Begin by building a foundation of value to your customer.
Off of that foundation - develop and then test innovative methods to drive your sales.
The DIRECT “Sales Assembly Line”
Offer development
Resource planning
Market definition/pla
nningPricing
Sales quota expectations
Competitive positioning
Value statement
Marketing materials
Marketing Procedures
Project & Ongoing
Marketing effort
Sales training/educ
ation
Non-Sales training/educ
ation
Customer Relationship Management
Services
Prospect lists
Prospect messaging
Prospect contact
Prospect messaging
Presentation materials
Sales funnel management
Contracts/Order
placement
Back-end order
processes
CRM Updating
Billing & Invoicing
Scheduling and/or
shipping
I’ve run out of space and the customer doesn’t even have
product/service
The CHANNEL and WEB “Sales Assembly Line” only adds to the complexity
Offer development
Resource planning
Market definition/pla
nningPricing
Sales quota expectations
Competitive positioning
Value statement
Value to partner
Marketing materials
Partner Materials
Web planning…
Web development
Marketing Procedures
Project & Ongoing
Marketing effort
Online marketing
Traffic studies
Data collection and
evaluation
Sales training/educ
ation
Non-Sales training/educ
ation
Customer Relationship Management
Services
Prospect lists
Prospect messaging
Prospect contact
Prospect messaging
Presentation materials
Partner recruiting
Partner Training
Sales funnel management
Partner Management
Contracts/Order
placement
Back-end order
processes
CRM Updating
Billing & Invoicing
Partner compensatio
n
Scheduling and/or
shipping
I’ve run out of space and
the customer doesn’t
even have product/serv
ice
Results based on repeatable tasks
These (and other) individual steps are important.
The good news is that they are also much easier to tackle when broken down into small bite sized pieces.
Remember Henry’s assembly line?
Sales spectrum
Three avenues for any sales effort
Channel, Indirect, partners
Web/Online Direct Sales
Alone or together
Web/Online Sales
Direct Sales
Channel
Sales
Common threads
Channel Management
Value Definition
Program Development
Process Development
Marketing Plan
Marketing Materials
Program Management
Opportunity Management
Web/Online Management
Value Definition
Program Development
Process Development
Marketing Plan
Marketing Materials
Program Management
Opportunity Management
Direct Sales Management
Value Definition
Program Development
Process Development
Marketing Plan
Marketing Materials
Program Management
Opportunity Management
Results for our client
Our proven methods don’t involve any mystery or hoakey schemes. They are based on simple tasks that offer a measurable outcome.
Our compensation is based on the results that we deliver.
Action
A relationship with Pathfinder Development will open the door to a repeatable method that can scale to massive proportions.
We make things as simple as possible (but no simpler).
Our focus on sales results shows you that we take a long term approach – Your sales make us money.
We build a real, scalable program around your product or service.
We bring the tools, materials, relationships and experience; you bring the product/service and desire to grow.
A complete sales solution – A suite of sales programs
What can Pathfinder Development do for you?
Ala Carte or packaged solutions
You focus on your offering – let Pathfinder Development focus on your sales
Performance based sales solutions
Pathfinder Development does all of this for you. We will even hire, train and manage a team of highly skilled and extremely well equipped sales people, channel development people and telemarketing people.
