Bruce Rasmussen BruceRasmussenpdcaustraliacom This presentation provides the slides for Bruce Rasmussens presentation at Microsofts Australian Partner Conference held on the Gold Coast September 2009 ID: 324434
Download Presentation The PPT/PDF document "Obtain 5 Time the Leads With No Addition..." is the property of its rightful owner. Permission is granted to download and print the materials on this web site for personal, non-commercial use only, and to display it on your personal computer provided you do not modify the materials and that you retain all copyright notices contained in the materials. By downloading content from our website, you accept the terms of this agreement.
Slide1
Obtain 5 Time the Leads With No Additional Salespeople
Bruce Rasmussen
BruceRasmussen@pdcaustralia.comSlide2
This presentation provides the slides for Bruce Rasmussen’s presentation at
Microsoft’s Australian Partner Conference, held on the Gold Coast, September 2009
.Any representation of this slide show, and any accompanying notes, remain the property of Bruce Ian Rasmussen. The representations are confidential.Slide3
What do technical resources think of “sales”
Why don’t they pass on opportunities?
How to get them to pass on opportunitiesSlide4
What Field personnel think about “sales”Slide5
Definition
What is your definition of the word “sales”?
n=109 respondentsAustralia & NZ“A transaction between 2 parties where goods and or services are exchanged for financial remuneration.”“Providing a customer with products and services to allow their business to function in a more reliable and profitable environment.” “It is something that happens automatically when you're dealing with a customer, focusing on helping them do business more effectively.”“Convincing somebody they need something that they usually don't.”
sSlide6
Sales
Why do you believe Sales has a “bad name”?
n=109 respondentsAustralia & NZArchetypeSlide7
49%
34%
22%ETHICAL SALESPERSON BEHAVIOR IN SALES RELATIONSHIPSJournal of Personal Selling & Sales Management,vol. XXIX, no.2.Slide8
Role in Sales
What do you believe your role is in the sales process?
n=109 respondentsAustralia & NZ44% are involved in some part of the sales processOnly 28% are actively looking for opportunitiesSlide9
Goals
What
are the goals you have in attending this course?n=109 respondentsAustralia & NZ51% wanted to know more about the “black arts”28% want to know how to best spot opportunities22% want to engage more effectively with salesSlide10
What stops Field personnel from identifying opportunities?Slide11Slide12
investing in Field personnel in tough economic timesSlide13Slide14Slide15
FIELD SERVICE RESOURCES
MARKETING
SALES PEOPLESALES MANAGERSCUSTOMERSACT NOWACT SOON
REAP
ASSESS INDIVIDUALS
RETAIN
JETTISON
REDUCED COST
FOCUS on PERFORMERS
SHORT TERM STIMULATION
SHORT TERM SUPPORT
RESULTS
ASSESS INDIVIDUALS
RETAIN
JETTISON
COACH to COACH
PLUG the
GAP
REDUCED COST
BETTER ASSIST PERFORMERS
MENTOR
RESULTS
ASSESS for PROFITABILITY
RETAIN
JETTISON
APPROACH to
REMOVE PROBLEMS
REDUCE/REALLOCATE RESOURCES
IMPROVE EFFICIENCIES
BETTER SUPPORT RETAINED CUSTOMERS
SATISFY
RESULTS
ASSESS CURRENT INITIATIVES
RETAIN
JETTISON
PROMOTE SOLUTIONS for
CUSTOMER SUCCESS
MOTIVATE & TRAIN
to
SPOT OPPORTUNITIES
IDENTIFY, QUALIFY & PASS ON OPPORTUNITIES
Sales Blueprint
for
Tough Economic TimesSlide16
secrets of successSlide17
✗Slide18
Sales - a UN sponsored activity
“Selling” occurs when 1 human being brings to the attention of another human being a problem they may be experiencing
and then goes on to support them to remove the problemwith some commercial benefit accruingSlide19
RESEARCH
GUESS
QUESTIONLISTENCONFIRM DISCOVER
QUALIFY
REPORTSlide20Slide21
something to try back at the office……Slide22Slide23
Bruce Rasmussen
BruceRasmussen@pdcaustralia.com
+61 414 878 714www.pdcaustralia.com