.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.

1. www.salesstar.com
www.intergen.co.nz
Pimp Your Sales Process &
Profits

2. 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

3. www.salesstar.com
www.intergen.co.nz
Tight Economy

4. www.salesstar.com
www.intergen.co.nz
Selling has Changed

5. www.salesstar.com
www.intergen.co.nz
Formula For Sales Success
Success = Clarity + Activity + Effectiveness

6. www.salesstar.com
www.intergen.co.nz
CRM is NOT a Panacea

7. Optimise Sales Process
www.salesstar.com
www.intergen.co.nz

8. Suspect
Solution
Lead
Visual Sales Process
Meeting
Qualified Prospect
Closed
$
Problem$
Touch Points 7-12
problem
Finding Compelling Needs

9. 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

10. www.salesstar.com
www.intergen.co.nz
Sales Pipeline
Dead & Wounded
The Battle Front

11. www.salesstar.com
www.intergen.co.nz
Sales Effectiveness

12. www.salesstar.com
www.intergen.co.nz
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

13. www.salesstar.com
www.intergen.co.nz
Crystal Ball

14. www.salesstar.com
www.intergen.co.nz
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.

15. www.salesstar.com
www.intergen.co.nz

16. 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

17. www.salesstar.com
www.intergen.co.nz