Time is never your friend in Sales. If a Deal is not going forward it is probably going backwards but how do you keep the deal moving forwards and quickly without chasing the customer and driving them away? One of the levers in the Sales Velocity Equation is the length of your Average Sales cycle. In this Webinar we will show how the Combination of Methodology, process and software can help you predict the future to delight the customer with focused activity and impress your manager with quicker, surer wins.
11. Compelling Event
Customer's Business Business
Business Drivers Initiatives
Problems Opportunities
Consequences Payback
• What is driving the customer to make a change?
• What is the customer deadline for making a decision?
• Is the status quo acceptable, or do they have to change?
• What are the risks and benefits if they make a change?
• What are the consequences if they do not change?
• What will success look like and how will it be measured?
12. Evaluate your Deal
Playbook Assessment Political
Map
WHAT
Decision
Criteria
Insight Map Competitive
Strategy
PRIME
Actions
Coach Me
1 2 3 4
Is there an Can We Can We Is It Worth
Skills Opportunity? Compete? Win? Winning?
• Conversational Context • Handling Objections
• Discovery Engagement Model • Relationship Strategies
•
HOW
Call & Meeting Plan • Creating Value
– High Yield Questions • Presenting a Strong Business Case
– Competitive Traps
Sales Process
Where
The first nine slides in this deck are intended to support an overview CEP presentation. Additional detailed slides in appendix available as needed.
The first nine slides in this deck are intended to support an overview CEP presentation. Additional detailed slides in appendix available as needed.
The first nine slides in this deck are intended to support an overview CEP presentation. Additional detailed slides in appendix available as needed.
How do we know what success looks like?
Knowledge is Power- turned into Speed is Power
Poll QuestionDo you currently measure your sales cycle length? - We measure both sales cycle length and our people to it - Some idea of our sales cycle length, but its not exact - We do not measure our sales cycle length
So we need to move faster- But How- three questions we need to ask
It all drives from the CE- why will the customer Act
What _ evaluate the Deal 1-20 How – Discovery – Relationship and Insight Map Where – in sales cycle -
So we need to move faster- But How- three questions we need to ask