Sales Ready Platform - MHI Global

Copyright © MHI Global Inc. All Rights Reserved.
Sales ReadyTM
Thomas J. Williams
Consulting Partner, Sales Performance
Thomas.Williams@mhiglobal.com
Office: 480-488-3639
Cell: 951-515-8159
June 2016

SALES READYTM
Major Selling Trends
The Sales ReadyTM Sales System
The “Be ReadyTM Sales ReadyTM approach”
The Sales ReadyTM platform
CRM optimization
AGENDA

SALES READYTM
OVERALL SALES PERFORMANCE IS DETERIORATING AND
COACHING AD HOC, BUT COMPANIES THAT BRING MORE
SCIENCE TO SELLING CAN SIGNIFICANTLY BUCK THE TREND.

SALES READYTM
More People Involved
Buyer: 5.8 2015 /4.74 5yr avg
Seller: 4.4 2015 / 4.1 5yr avg
More Formalized Process
Significantly formalized:
61% 2015 / 45.2% 5yr avg
Average sales cycle time:
+ 2.82% 2015 / 2.6% 5yr avg
More Political Decisions
Our Customer requires formal ROI:
61.4% 2015 / 40.2% 5yr avg
Retention rate increase:
+ 5.4% 2015 / 4.8% 5yr avg
Time
Value
EXPECTATIONS
Don’t
Waste
My Time
Know My
Business
Know
Your
Solution
Add
Value
Ask
Insightful
Questions
THE EXPECTATION OF THE BUYER IS RISING
AND THE PROCESS BECOMING MORE COMPLEX.

SALES READYTM
OLD WORLD
NEW WORLD
Sales Process Product/Service Delivery
Client Expectation of When
Value is Delivered
Client Expectation of When
Value Is Delivered
► Help buyer’s navigate the purchasing
process; sharing systems and methods for
evaluating decisions
► Providing tools and methods for
assessing/calculating ROI
► Understanding and documenting
unintended consequences of various
decisions
► Assisting in creating implementation plans
Providing Perspective
Signed Contract
CUSTOMERS EXPECT THE SALES PROCESS AND SELLER TO
PROVIDE PERSPECTIVE. THIS COMES BY COMBINING EXPERT
CUSTOMER KNOWLEDGE WITH EXPERT SOLUTION KNOWLEDGE

SALES READYTM
SKILLS
You’re Good.
You just want
to get better.
EFFECTIVENESS
You Need
A Recognized
Problem Fixed.
And Fast.
TRANSFORMATION
You Need
A Strategy
and Culture Shift.
INDIVIDUAL TEAM ORGANIZATION
HOW WE HELP
We uncover what the customer needs and see that requirements fit into three
distinct categories

SALES READYTM
How ready
to perform
are you?
Getting
you ready
CUSTOMER
THE MHI GLOBAL SALES SYSTEM PUTS THE
CUSTOMER AT THE CENTER OF WHAT WE DO.

SALES READYTM
Drivers of change for customers
The Sales Ready Sales System
The Sales Ready platform
Agenda
WHAT WE UNIQUELY DO TO DRIVE SELLING
PERFORMANCE

SALES READYTM
► Asking Impactful Questions
► Understanding needs
► Handling Objections
► Getting Buyer Commitment
Skill (Execution)
► Opportunity Strategies
► Planning & executing client
interactions
► Protecting & growing existing
accounts
Methodology (process)
Proven provider
with both skill and
methodology
programs
MHI GLOBAL UNDERSTANDS THAT TO BE
EFFECTIVE, IT MUST DELIVER PROGRAMMES TO
ADDRESS BOTH SKILLS AND METHODOLOGY
Proven provider with both skill and methodology programs

SALES READYTM
THE SALES READYTM PLATFORM
Driving Results through
Customer Relationships
Relationship Ready
Wanting a consistent and
proven methodology for selling complex solutions
Opportunity Ready
Lacking commitment by not having purposeful customer
conversations
Conversation Ready
Improving our channel and
alliance results by providig better
Channel Ready
CUSTOMER CHALLENGES PLATFORM
The Sales ReadyTM Platform is our organizational framework for the best
Intellectual Property (IP) in the world that will deliver immediate improvement in
sale results

SALES READYTM
RELATIONSHIP READY
Problems we address
Losing key strategic accounts either as % of revenue or
significant quantity
36% 63%
Approaching multi-national clients on several disparate angles
versus a united front
Account planning is an internal process; not collaborative with
the customer
Lack knowledge about the client’s strategic objectives and goals
Of sales leaders list
“increase account
penetration” as top sales
objective
Of sales organizations believe
ability to cross/up-sell needs a
major redesign
73% 40%
Of organizations believes
their key account planning
process needs re-design
Of sales organizations believe their
ability to renew business needs
major improvement
RELATIONSHIP READY:
Revenue mix is shifting from “net new” focus to “annuity revenue”
from retaining and growing strategic accounts
Inability to engage senior buying audience(s) within strategic
accounts beyond the decision maker(s) for traditional solutions
Large account management process (LAMP®)

SALES READYTM
RELATIONSHIP READY
A framework for breaking down a very “large”
strategic account into more manageable
“Fields of Play”
Collaborative engagement and development
process between customer stakeholders and
sales organization
Our clients commonly site the
following outcomes / benefits:
Protection and growth of sales revenues
Highlights cross-sell opportunities
Stronger focus on account’s business direction/strategy
Reduced competitive pressure
Strengthens relationships and openness
Where We
Are Today
Where
We Want To Go
How We Will
Get There
Large account management process (LAMP®)

SALES READYTM
OPPORTUNITY READY
Problems we adress
 Need to win more as win-rates are not meeting expectations
72% 63%
 Lack common sales approach for creating the right opportunities
and managing the sales funnel more effectively
 Inconsistent way to manage and forecast opportunities
across the enterprise
 Multiple processes and languages for pursuing complex sales
opportunities
Of wins close exactly as
originally forecasted less
than 75% of the time
Of businesses state their ability to
accurately forecast business
needs major redesign
54% 93%
Of sales teams have random
or informal sales process
Of world-class sales organizations
state they are “highly effective in
allocating the right resources to
pursue large deals”
OPPORTUNITY READY:
 Difficulty identifying and engaging key buying audiences
 Ineffective at identifying viable prospects
Strategic Selling®, Strategic Selling® Coaching, Strategic Selling® Funnel
Management, Funnel Score Card®

SALES READYTM
OPPORTUNITY READY
A simple, repeatable structure for developing
action plans to win opportunities that require
engagement with multiple decision makers
Increase sales
Improved forecast accuracy
Improve communication across sales team
What are we
proposing
to sell?
What is our
current position?
Is the prospect a good
match for what we offer?
How do I rate each
buying influence, and
how do I know this is
an accurate
rating?
What does each
buying influence
get out of what I’m
proposing?
Who are the buying
influences, their
roles, openness to
change, and level of
influence?
What are those
factors that
strengthen my
position, and what
are those things
I need to fix or
neutralize?
What are some
possible actions
we could take to
strengthen our
position?
What information
do we need, and
what are the best
actions to take,
who will do them,
and when?
Strategic Selling®, Strategic Selling® Coaching, Strategic Selling® Funnel
Management, Funnel Score Card®

SALES READYTM
RATIONALIZED SALES READYTM PRODUCTS

SALES READYTM
CONVERSATION READY
Problems we adress
Sales professionals lacked a structured plan for capturing all
necessary information from prospects/customers
73% 59%
Lack common approach to selling to multiple buyers with
different concepts and competing priorities
Ineffective allocation of time and resources between modest
and high-potential opportunities
The quality, viability and challenge of each opportunity was
often misrepresented
Of buying cycles involve
three or more individuals in
the final buying decision
Of sales leaders grade their
“adherence” to a specific process
as “random” or “informal”
59% 54%
Of sales teams believe they
need improvement in their
ability to reach key decision
makers
Of sales teams believe their ability
to conduct a thorough needs
analysis needs major redesign
CONVERSATION READY:
Methodology
Conceptual Selling®, Conceptual Selling® Coaching

SALES READYTM
CONVERSATION READY
Research-based, proven methodology that
enables an entire organization to
operationalize a customer-centric model for
customer interactions
Any customer-facing employee should be able
to build credibility and create collaborative
win-win solutions
Increase sales
More effective at securing meetings
and achieving desired outcomes
Uncovers customer concerns, issues, problems
Facilitates understanding of what the customer really wants
Better identification of buying signals
What are the clients needs (trying
to fix, accomplish, or avoid)
Why the customer should meet with you
How will you build trust
Differentiating your solution
What are we proposing to sell
Developing the proper questions
and sequence for a productive
sales meeting
Developing the proper questions
to move the sales forward
Conceptual Selling®, Conceptual Selling® Coaching

SALES READYTM
CONVERSATION READY
SKILLS DEVELOPMENT
Problems we adress
We need to move to a more customer centric solution sale
34% 47%
We want our sales team to stop doing most of the talking in customer
conversations and instead engage the customer in an insightful
conversation around their problems and desires
We want to have our sales team move from a product-pusher to a
sales professional who consistently delivers value
Inexperienced sellers
CONVERSATION
READY: Skill
Development
Professional Selling Skills®
Of sales teams believe their
ability to align the solution
with customer needs is in
need of improvement
Of sales organizations do not
understand their customer’s buying
process
62% 5.8%
Of sales managers believe
their reps need improvement
establishing contact with
high-level executives
The number of decision makers
involved in a deal, up from 4.8, the
last 5 years rolling average
CONVERSATION READY:
Skill Development
Ineffective at moving beyond gatekeeper
 We have technical specialists that lack customer centric selling skills

SALES READYTM
CONVERSATION READY
SKILLS DEVELOPMENT
Repeatable customer-centric selling skills for
having conversations with customers that
improve the number of opportunities closed
and increases revenue performance
Increase sales
More effective at understanding customer needs
Skills required to overcome objectives
Asking effective questions
Increase performance in getting buyer commitment
What is important to the customer
Develop customer focused agenda
Build clear, complete, mutual
understanding of customer needs
Describe solution to be relevant
to customer’s needs
Gain agreement to
mutually beneficial commitments
Build awareness of
unrealized needs
Questions and responses
to overcome customer concerns

SALES READYTM
CONVERSATION READY
ADVANCED CONVERSATION SKILLS
Problems we adress
 Our sales cycles are too long and opportunities languish in the
funnel
34% 47%
Lack institutional ability to deepen sales conversations that
enable sales professionals to accelerate sales cycles by
uncovering “hidden” customer needs
 Inability to overcome customer indifference
 Our salespeople struggle with igniting a sense of urgency
so customers do not see the need to change or take action
resulting in stalled sales cycles
Of sales teams believe their
ability to align the solution
with customer needs is in
need of improvement
Of sales organizations do not
understand their customer’s buying
process
62% 5.8%
Of sales managers believe
their reps need improvement
establishing contact with
high-level executives
The number of decision makers
involved in a deal, up from 4.8, the
last 5 years rolling average
CONVERSATION READY:
(Advanced Skill
Customer Needs)
SPIN®, SPIN® Coaching

SALES READYTM
CONVERSATION READY
ADVANCED CONVERSATION SKILLS
Research-based, advanced
questioning skill program
Provides sales teams with questioning skills
that help move decision makers to make
decisions faster
Increase sales
Shorter sales cycle
Increase quantity of “real” opportunities
Advances the skill set of sales professionals
when conducting customer conversations
Situation
About facts, background information
Problem
About problems, difficulties or dissatisfaction
Implication
About the effects or consequences of problems
Need-payoff
About the value and usefulness of a solution
Implied Needs
Customer statements of problems, difficulties or
dissatisfaction
Explicit Needs
Customer statements of strong wants or desires
Features
Facts, data or information about the sellers’
products or services
Advantages
Show how products or services can be used or
help the customer
Benefits
Show how capabilities meet Explicit Need
expressed by the customer
SPIN®, SPIN® Coaching

SALES READYTM
CHANNEL READY
Problems we adress
Customers are buying in ways that are causing quick shifts of more
resources and focus from the direct team to indirect channels
22% 45%
The dealer/reseller network – a significant portion of revenues – is not
performing to expectations
Ineffective support of the business goals and objectives of channel
partners leads to credibility and trust gaps with the partners
Channel partners and the direct sales team are continually
operating at odds with one another
Of sales leads list “Revising
Channel Strategy” as a top
sales effectiveness initiative
in 2015
Improvement in financial target
attainment when channel managers
build and present a business case for
partner investment
123% 111%
Increase in partner
productivity over previous
year, when channel
managers committed to
planning a strategy for
partner development
Increase in end-customer
retention when channel
managers recognized their
partners’ influencing styles
CHANNEL READY
Channel Success EssentialsTM, Leading Trusted PartnershipsTM, Influencing
Partnership OutcomesTM, Channel Sales FinancialsTM, Coaching Partners to
ResultsTM, Effective Partner PlanningTM, Channel Partner ManagementSM

SALES READYTM
CHANNEL READY
A simple, repeatable structure for helping our
clients improve the efficiency and
effectiveness of their channel sales
organization and operations.
Increased partner loyalty and productivity
Decreased time to revenue
Increased share of partner portfolio
Channel Success EssentialsTM, Leading Trusted PartnershipsTM, Influencing
Partnership OutcomesTM, Channel Sales FinancialsTM, Coaching Partners to
ResultsTM, Effective Partner PlanningTM, Channel Partner ManagementSM

SALES READYTM
THE CHALLENGE OF CRM ADOPTION
THE CHALLENGE OF CRM ADOPTION
“Pull” Method
Individual contributors have an
incentive – “What Is In It For Me” –
to input information, because they
receive actionable coaching and
insight, within the platform, that
improves their own success
“Push” Method
Organization invests and
selects a system, and attempts
to drive adoption by mandating
reporting and data entry
Which method is
more likely to succeed?

SALES READYTM
CRM READY SUITE
Sales Process FunnelTM
Improves visibility
Supports intelligent
business decisions
Identifies gaps and
clarifies priorities
Supports tailores coaching
Drives consistent funnel
management process
Funnel Scorecard®
Consistent method for
evaluating opportunities
Systematically identify the best
opportunities to pursue
Supports fact-based decisions
for resource allocation
Sales Access ManagerSM
Sales process enablement
through CRM integration
Supports collaboration
Reporting capability aligns
methodology metrics with
business objectives
Identify and leverage best
practices of top performers
Relationship MapsSM
Brings Buying Influence
relationships into focus
Provides visual method to
communicate relationships
in buying organization

SALES READYTM
IMPROVE ADOPTION OF CRM
Give them What They Want
01.
Individual Contributors need a
proven, reliable methodology
for managing their own funnel
– their own progress
Get Better Results
02.
When individual success is
tied to system adoption, CRM
impact and company sales
forecast accuracy increases
Embed Methodology…
Accelerate Adoption by Providing Tools People Want to Use

Sales Ready Platform - MHI Global

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Similar to Sales Ready Platform - MHI Global

Similar to Sales Ready Platform - MHI Global (20)

Recently uploaded

Recently uploaded (20)

Sales Ready Platform - MHI Global