Sales – The Last Mile to the Customer

Sales – The Last Mile to the Customer

Lee LevittVP, Strategic AccountsBy Appointment Only

11/10/2010

“The purpose of a business is to create a customer”

Where does Differentiation Take Place?

Price Brand Products Field

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Source: CEB 2010

Where does Differentiation Take Place?

Price Brand Products Field

0%

10%

20%

30%

40%

50%

60%

Source: CEB 2010

Where does Differentiation Take Place?

Price Brand Products Field

0%

10%

20%

30%

40%

50%

60%The Trusted

Advisor

Source: CEB 2010

Voice of the Customer:Sales Rep Preparation

Not Prepared Somewhat Prepared

Prepared Very Prepared

0%10%20%30%40%50%60%70%80%90%

100%

Source: IDC 2010

Voice of the Customer:Sales Rep Preparation

Not Prepared Somewhat Prepared

Prepared Very Prepared

0%

5%

10%

15%

20%

25%

30%

Source: IDC 2010

Voice of the Customer:Sales Rep Preparation

Not Prepared Somewhat Prepared

Prepared Very Prepared

0%

5%

10%

15%

20%

25%

30%

Source: IDC 2010

Not Prepared Somewhat Prepared

Prepared Very Prepared

0%

5%

10%

15%

20%

25%

30%

The TrustedAdvisor

Voice of the Customer:Sales Rep Preparation

Source: IDC 2010

Do you have the right people on your team?

Five Types of Sales People

• The Challenger• The Relationship Builder• The Hard Worker• The Lone Wolf• The Problem Solver

Source: CEB 2010

Five Types of Sales People

• The Challenger• The Relationship Builder• The Hard Worker• The Lone Wolf• The Problem Solver

Source: CEB 2010

Do you have aPoint of View?

The Point of View

Developing your Point of View:• Become an expert in your client’s business– The industry, their peers, their operational

challenges• Bring your experiences to the table– Where have you seen these patterns before?

• Listen– Each customer is unique…don’t ASSuME!

It doesn’t matter if you’re right!

The Point of View

Delivering your Point of View• Push your customer out of their comfort

zone• Help them see competitive challenges in a

new light• Highlight painful situations and make them

unmistakably urgent• Create constructive tension and use it to

your advantageIt’s All About Them!

Roadmap to Success

Roadmap to Success

• Build the right team• Provide the sales tools that ensure success• Target the “right” customers and get to

know them thoroughly• Continue to learn, improve, grow, push your

own personal (and organizational) envelope!• Consistency is critical

Next Steps – Ensuring Successin 2011 and Beyond

How will you position your company?• What resources will you bring to the table?• What relationship will you develop with

your customers?• What will you do differently?

What do you want your customers to say about

you?

Lee LevittVP, Strategic Accounts, BAO

llevitt@baoinc.comwww.thoughtsonselling.com

781 323-7018

To continue the conversation…