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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?
![SALES TRAINING. PREPARED FOR: [Client Logo] Pivot’s customer service and sales program helps your sales team: Increase customer satisfaction Increase](https://img.dokumen.tips/doc/110x75/56649dbe5503460f94ab0f10/sales-training-prepared-for-client-logo-pivots-customer-service-and.jpg){kind=logo}
