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.In this fast-paced seminar, Paul O’Donohue from Sales STAR looked at how to grow sales in the current environment, and how customer relationship management (CRM) solutions can support this objective.
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Agenda
• Selling in the current environment
• Optimising your Sales Process
• Increasing Sales Effectiveness
• Maximising CRM to increase profits
www.salesstar.com
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.
www.salesstar.com
www.intergen.co.nz
www.salesstar.com
www.intergen.co.nz
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
