AWS Community Day CPH - Three problems of Terraform
EXECUTION – The Last Word in Sales! Everything Else is Just Talk!
1. Renbor
ActiveConversion presents:
Tibor Shanto - Renbor Sales Solutions
www.ActiveConversion.com | 1-877-871-2ROI
Sell better by educating your team to deliver
results rather than just complete tasks.
2. Renbor www.ActiveConversion.com | 1-877-871-2ROI
• Lead Generation – who is visiting your page
• Lead Scoring – prioritization, timing
• Lead Management – M&S alignment
• Lead Nurturing – the leaky funnel
• Marketing ROI – testing and measuring
What is ActiveConversion?
3. Renbor
Web
Site
Visits
Traditional
Marketing:
Trade
Shows, Ads
Email:
Blasts &
Nurturing
Social
Media:
Blogs, FB,
LinkedIn
Twitter
Search
Engine
Visibility
PPC,
Banner Ads
Web 2.0 Marketing
www.ActiveConversion.com | 1-877-871-2ROI
ActiveConversion:
Lead Generation
Prospect Scoring
Competitive Intel
CRM:
Contact
Relationship
Management
Software
Auto filtered for
Sales Reps
prioritization; a
self populating
call list
Click throughs
are like form
fills
Fact: Only 0.5-4% of
visitors to your
website identify
themselves
4. Renbor
Tibor Shanto
• Principal – Renbor
Sales Solutions Inc.
• B2B New Business
Acquisition
• Focus on Execution
• Helping companies
and individuals
succeed and sell
better by delivering
results rather than
just completing tasks.
“What’s in Your Pipeline?”
(416) 671-3555
tibor.shanto@sellbetter.ca
www.sellbetter.ca
www.sellbetter.ca/blog
www.twitter.com/renbor
7. Renbor
Online Access
• The presentation and all the worksheets and
tools are available for download at:
http://bit.ly/ac1webinar
“What’s in Your Pipeline?”
9. Renbor “What’s in Your Pipeline?”
$$$$$
$
$$$$$
$
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$
20
80
20
80
80
20
1. 2. 3.How will you increase your
average Revenue?
How will you increase your
number of customers?
How will you increase your
Profitability?
10. Renbor
• What do SPIN, Miller Heiman, EDGE framework
have in common?
• They are just words without EXECUTION!
“What’s in Your Pipeline?”
11. Renbor
The silver bullet in sales is Execution
Everything else is Just Talk!
“What’s in Your Pipeline?”
12. Renbor
Execution
• Core components of sales execution
Attitude
Planning and Process
Time and Timing
Execute - Review - Evolve
“What’s in Your Pipeline?”
17. Renbor
Time Allocation
“What’s in Your Pipeline?”
• Time Management – A stupid Concept
60 minutes come packed
in to cartons of 24
These are placed in
boxes of 7
Which are then loaded into
containers of 52
18. Renbor
Time Allocation
• You can only allocate time, you can’t manage it
“What’s in Your Pipeline?”
Prospecting
Selling
Acc’t Mgent
Admin
Prep/research
Prospecting %
Selling %
Acc’t Mgent %
Admin %
Prep/research %
%
%
%
21. Renbor
Attitude
“Attitude is more important than the past, than
education, than money, than circumstances, than what
people do or say. It is more important than appearance,
giftedness, or skill.” Charles Swindoll
“What’s in Your Pipeline?”
22. Renbor
Attitude
• Core Sales Skill - can be worked on, developed and
improved
• Seller’s Willingness - not “Thinking out of the box” it is
about what you are prepared to do
• The difference between winging it, and being ready
• The difference between a rep who would rather look
foolish practicing - than look foolish in front of a
customer when they have not.
• Planning > experience based > on metrics
“What’s in Your Pipeline?”
“To be a great champion you must believe you are the best. If you’re
not, pretend you are.” – Muhammad Ali
24. Renbor
Planning Exercise
“What’s in Your Pipeline?”
20102005
Vacation Wedding
New Job
New Car
House
Divorce
RRSP New Furniture
Paint Room
Education/Course
Art
Broadway Show
Starting a Business
Self Improvement
Investment
iPad
BlackBerry
28. Renbor “What’s in Your Pipeline?”
Industry Clasification or
Type of Business
Total in My
Territory
Number I
have as
Customers
Remaining
Prospects
Potential
Revenue Profile
38. Renbor
• Identify industry
issues /
standards
• Assess company
buying
information
• Assess high
level business
needs
• Estimate product
/ solution match
• Make go /no go
decision
• Determine
business drivers
• Verify and
determine
buying
information
• Formulate and
document buying
/selling plan
• Confirm buying /
selling
commitments
• Make go / no go
decision
• Conduct initial
interviews
• Hypothesise
product / service
opportunities
• Develop initial
value proposition
• Make go / no go
decision
• NEXT STEP
• Inform customer
• Conducts follow
up interview
• Review interview
finding with
customer
• Begin contract
compliance
process
• Make go /no go
decision
• NEXT STEP
• Prepare value
proposition
component
• Prepare solution
component
• Prepare demo
component
• Prepare
integrated
presentation/s
• Make
presentation/s
• Assess customer
reaction
• NEXT STEP
• Prepare and
present proposal
presentation
• Negotiate and
agree upon
terms and
conditions
• Obtain signed
contract and
close
Identify
Suspects
Understand
business
driver:
why buy?
Create value
proposition:
why buy
Your Company?
Present value
proposition:
why buy now?
Reach
agreement
and close
Confirm value
proposition:
why buy Your
Company?
Identify
Suspects
Qualify as Prospect Close
Qualify Opportunities &
Commitment
Your Company Your Company and Customer
Sales Process - Overview
E ED G
Engage Discovery Gain Execute
Identify
Suspects
Qualify as Prospect Close
Qualify Opportunities &
Commitment
E ED G
Engage Discovery Gain Execute
39. Renbor
Phase 1: Identify and Confirm Suspects
Activity Objectives Tasks Tools Desired
Outcomes
•Identify Industry
Issues / trends /
standards
•Learn general industry trends
•Identify potential points of pain, technology
standards and business best practice
•Research and review available publications
•Utilise web resources
•Research other companies in industry that
use Your Company products / solutions
•Summarise findings
•Your Company
(internal), Google
etc
•Knowledge of
relevant industry
issues / trends /
standards
•Assess
company buying
information
•Obtain account buying information:
–Financial stability, decision makers,
preferences, (board members,
experience, alliances)
•Competitive presence
•Current IT environment
•Use Your Company
•Summarise findings
•Account history
(as available)
•Publications
•Your Company
(internal),
•Knowledge of
companies
financial stability
•Decision makers,
preferences,
competitor
preference
•Assess high
level business
needs
•Be able to summarise and prioritise stated
business objectives
•Map company position within industry (e.g.
market leader)
•Identify potential high level needs
•Identify industry or specific pain points
•Review available literature and web pages
on business/ financial objectives
•Summarise companies top 10 suppliers and
customers
•Review market analysis on company
performance
•Conduct preliminary SWOT analysis to
determine specific needs
•Account history
as available
•Publications
•Your Company
(internal),
•Understanding of
high level
business needs
•Estimate
product /
solution match
•Determine degree of fit
•Identify preliminary scope of the solution
•Map needs to specific lines of business
•Match appropriate Your Company products /
solutions to each functional area
•High level of
concept of
technical fit and
solution
•Make go /no
go decision
•Assess opportunity based on the following
criteria:financial stability, decision makers,
Your Company relationship, competitor
presence, current business/technology/KM fit.
•CRM??
•Sales Manager
Objective: Identify and
initially qualify a
potential opportunity
43. Renbor
1) Which Trigger Events result
in your best customers
2) What to say to get
prospects to become your
customers
3) How to close more sales
with those who are motivated
to buy now
46. Renbor
Online Access
• The presentation and all the worksheets and
tools are available for download at:
http://bit.ly/ac1webinar
“What’s in Your Pipeline?”
47. Renbor
Yves Matson
Senior Account Executive
ActiveConversion
403-508-9889 x118
Ymatson@ActiveConversion.com
Twitter: @Matsony @ActiveConv
LinkedIn: http://ca.linkedin.com/in/matsony
Questions?
www.ActiveConversion.com | 1-877-871-2ROI
Tibor Shanto
Principal
Renbor Sales Solution
+1 416 822-7781
Tibor.Shanto@SellBetter.ca
www.SellBetter.ca
Twitter: @Renbor
LinkedIn: http://ca.linkedin.com/in/tshanto
Vote for Tibor as one of the 50 Most Influential
People in Sales Lead Management in 2010:
http://bit.ly/vote4TS