Upload
landslide-technologies
View
822
Download
1
Tags:
Embed Size (px)
DESCRIPTION
In this slide deck Razi Imam of Landslide Technologies presents 5 tangible strategies for recession proofing your sales team.
Citation preview
© Landslide 2006. All Rights Reserved w w w . l a n d s l i d e . c o m
5 Strategies to Recession Proof your
Sales Team
Razi Imam Landslide Technologies
www.landslide.com
© Landslide 2006. All Rights Reserved
The Changing World of Sales
• Sellers• Distributed teams working out of homes or remote offices• Limited face-to-face interactions with the buyer• Limited face-to-face interactions with their corporate office• Following their instincts on how to get deals closed
• Buyers• Well informed • Do not want ‘feature’ presentations• Require instant information• Always ‘on’ - Never available• Prefer to interact via the internet
© Landslide 2006. All Rights Reserved
What We Are Seeing: Selling is Becoming More Challenging!
• Harder to Start Net-New Initiatives• “Buy Cycle” Often Starting Before the Sell Cycle• More Calls Required to Close Deals• Average Sell Cycle Length Increasing• Death of the Single “Economic Buyer”• No Decision Rates on the Rise• Rise in “Reverse Auctions”• Discounting More Pervasive
Outcome of Forecasted Deals
Wins50.1%
Losses30.3%
No Decisions19.6%
© Landslide 2006. All Rights Reserved
Shift # 1 – Move away from Chaotic Selling
Recession proof your sales team by
introducing a consistent Sales Process
Shift # 1 - Chaotic vs. Process
© Landslide 2006. All Rights Reserved
Strategy # 1 - Chaotic Selling to Process Based Selling
Engage
Qualify
Consult
Propose
Close
© Landslide 2006. All Rights Reserved
Shift # 2 – Move Away From Traditional CRM/SFA Tools
© Landslide 2006. All Rights Reserved
Strategy # 2 - Use a Process Based Selling Technology
© Landslide 2006. All Rights Reserved
Shift # 3 – Stop the habit of Show-up and
Throw-upBecome well rehearsed in the science of
thoughtful conversations
Shift # 3 – Move Away from Presentation Mode
© Landslide 2006. All Rights Reserved
• Customized Sales Process• In-Process Conversation Tools
Strategy # 3 – Develop Process Based Conversation Guides
© Landslide 2006. All Rights Reserved
Shift # 4- Stop guessing where the Buyer is
in the Buying ProcessImplement technologies that provide insight
into the Buyer’s company and interest
Shift # 4 – Read through poker faced Buyers
© Landslide 2006. All Rights Reserved
• Landslide iO Channel• Increase Interaction of Salespeople with
Decision Makers• Integrating Buying Process with Selling
Process • Use Web Based Technologies to do
Research
Strategy # 4 – Use Decision Maker’s Portals
© Landslide 2006. All Rights Reserved
Shift # 5- Focus on Selling not Data Entry
Recession proof salespeople have a single
minded focus on Selling
Shift # 5 – Salespeople are not Data Entry Operators
© Landslide 2006. All Rights Reserved
Strategy # 5 - Eliminate all Data entry
• Landslide VIP and SIO Services• Sales Information Officers – Special VIP for
CEOs and VP of Sales
© Landslide 2006. All Rights Reserved
Shift # 5 - Focus on Selling not Data Entry
Summary
Shift # 4 - Stop guessing where the Buyer is in
the Buying Process
Shift # 3 – Stop the habit of Show-up and
Throw-up
Shift # 2 – Move away from traditional CRM/SFA tools
Shift # 1 – Move away from Chaotic Selling
© Landslide 2006. All Rights Reserved
More Information and Resources
•Contact Landslide TechnologiesPhone: 1-866-450-8522 Email: [email protected] Web:
www.landslide.com
•Schedule a time to speak one-on-one with of our Sales Advisors about your sales and sales management needs and challenges. Go to www.landslide.com to register!