Some brief and frivolous comments about outdated sales and business views of organisations that will ultimately 'fail'.

1. SS
Ten Slides in Ten Minutes:
Organisations and Time Machines
[Capturing the Hearts and Minds of Prospects & Customers]
Presented by:
Bill Graham CP.APMP
July, 2014
bill.graham@sales-synthesis.co.za

2. I Never used to Believe that a ‘Time Machine’ could exist until…
2
Success is a Balanced Lifestyle
“One morning, I walked through the main entrance of a large
organisation and it was as if I’d gone back 15 years in time”.
Herbert George ‘H.G.’ Wells was a prolific English writer in many genres. He authored
the novel, ‘The Time Machine’

3. One Account Manager’s Dated View on Customer Retention
3
Success is a Balanced Lifestyle
To retain the customer = Deliver the agreed service on time, in budget, within SLA
In the Present Day this is not good enough…
One MUST exceed the customer’s expectations
One MUST ensure that the customer does not think of your competitors

4. Another Account Manager’s Dated View on Customer Retention
4
Success is a Balanced Lifestyle
The customer is happy with us and will renew the contract without a Tender
In the Present Day this is not good enough…
Never become complacent, as you will become ‘One of Many’
One MUST continually create positive, memorable experiences for the customer

5. One Business Unit Manager’s Dated View on Customer Retention
5
Success is a Balanced Lifestyle
We have provided the best pricing and the customer will not go out on Tender
In the Present Day this is not good enough…
Price is not a strategy or differentiator
The Perceived Service Provided and Future Vision is a Minimum Requirement

6. An Operations Manager’s Dated View on Customer Satisfaction
6
Success is a Balanced Lifestyle
We provide the ‘best’ service levels available in that region
In the Present Day this is not good enough…
If service is perceived as ‘bad’ – the ‘best’ service levels in the region is irrelevant
The Perceived Service Provided and Future Vision is a Minimum Requirement

7. One Junior Salesperson’s Dated View on ‘Beating the Competition’
7
Success is a Balanced Lifestyle
Our Competition is ‘Going Down’!
In the Present Day this is not good enough…
Never denounce or destroy your Competition in Public
Focus on Client Needs: Allow your Sales Wins to make your Competition Irrelevant

8. One CEO’s Dated View of their Own Organisation
8
Success is a Balanced Lifestyle
Our New Turn-Around Strategy is Starting to Work
In the Present Day this is not good enough…
This basically states that the previous Turn-Around Strategy did not work !!!
Focus on Clients and Prospects: Promote how you support their needs

9. One Business Manager’s Dated View of the Organisation’s Processes
9
Success is a Balanced Lifestyle
In my ‘Old Company’ we used to… ‘blah blah blah’
In the Present Day this is not good enough…
The Manager did not add that the ‘Old Company’ went into Liquidation
Previous Experience should be supported by the Benefits, to show Value

10. Some Pertinent ‘Time Machine’ Quotes by H G Wells
10
Success is a Balanced Lifestyle
“Nature never appeals to intelligence until habit and instinct are useless. There is no intelligence
where there is no need of change”
“Very simple was my explanation and plausible enough - as most wrong theories are!”
“We are kept keen on the grindstone of pain and necessity”
“It sounds plausible enough tonight, but wait until tomorrow. Wait for the common sense of the
morning”
“I grieved to think how brief the dream of the human intellect had been. It had committed suicide”
Herbert George ‘H.G.’ Wells was a prolific English writer in many genres. He authored
the novel, ‘The Time Machine’