Post on 28-Oct-2014
description
April 7, 2023 3
“These are the same questions you asked last
week”
“Yes, but this week the
answers are different”
April 7, 2023 4
• Newtonian Physics
• Theory of Relativity
• Quantum Physics
• String Theory
Competitors:
• Syntrex• CPT• Wang• NBI• Exxon
IBM – Compaq - Kaypro
Stock Price1992 - $ 21.302000 - $ 86.252009 - $ 1.30
April 7, 2023 9
“These are the same questions you asked last
week”
“Yes, but this week the
answers are different”
April 7, 2023 10
“How do I win New Business?”
“What type of talent do I need?”
“How do I structure my team
for maximum results?”
Presented by
Mike Schmidtmann
Same QuestionsDifferent Answers?
Who – What – Why?
Group Discussions
Your Thoughts
Three Provocative Forecasts
Same QuestionsDifferent Answers?
“Solution Selling is Dead”
“It’s the end of traditional solution selling. Customers are increasingly circumventing reps; they are using publicly available information to diagnose their own needs and turning to sophisticated procurement departments and third-party purchasing consultants…
to help them extract the best possible deals from suppliers. The trend will only accelerate. For sales, this isn’t just another long, hot summer; it’s wholesale climate change.”
Products Solutions ???
1987 2002 2012
Purchasers Knowledge & Information
Steve Gutzman
Winning Million Dollar Accounts28
Winning Million Dollar AccountsApril 7, 2023 29
Just give me your price, “Value Boy”
1987 2002 2012
Purchasers Knowledge & Information
Asymetric Information Symetric Information
Winning Million Dollar Accounts31
“We are at the mercy of our dumbest competitors”
You Pay Them They Pay You1,100 Corporate
Buyers
Product Information Pricing – Availability Solve Problems
Products Solutions Insights
“Challenger” Qualities:
• Offer Unique Perspectives• Knows Customer Value Drivers• Identifies Economic Levers
Is Solution Selling Really
Dead?
Does Your Sales Team
Need to Adapt?
“Start by Firing Your Sales Team”
“Looking to get into the cloud
business?
Start by firing your sales team”
Tiffani BovaGartner Research
Silicon Valley“The biggest leap forward in the I.T. revolution since the
mainframe computer was replaced by desktops and the web”
Thomas FriedmanThe New York Times
Silicon Valley“The emergence of the cloud… is speeding up everything –
innovation, product cycles, and competition”
Thomas FriedmanThe New York Times
Cloud Advantages:
1. Agility
2. Cost (sometimes)
3. Reduce Complexity
4. Focus
5. Leverage
6. Innovation:
New Biz Processes
Differences
Project Cloud
Decision Maker
Sales Focus
Complexity
Control
Differences
Project Cloud
Decision Maker I.T. Leader
Sales Focus Differentiated Delivery
Complexity Technical - Specialized
Control See – Feel - Touch
Differences
Project Cloud
Decision Maker I.T. Leader C Level, Owner, or LOB
Sales Focus Differentiated Delivery
Business Processes
Complexity Technical - Specialized
Complexity Hidden
Control See – Feel - Touch Trust - Belief
Skills
Selling Skills
Product Knowledge
Skills
Selling Skills
Product Knowledge
Business Sense
Any of These on Your Sales Team?
“Looking to get into the cloud
business?
Start by firing your sales team”
Tiffani BovaGartner Research
Do You Need to Fire
Salespeople?
Can Training
Help Them Adapt?
Can Training
Help Them Adapt?
Do You Need to Fire
Salespeople?
“In Ten Years, Outside Sales Won’t Exist”
“Inside sales is a force to be reckoned with. It is definitely the lowest cost, highest return on investment way to sell.”
Ken Krogue
“The outside sales rep, as we know it, is on his way out”
In five years, ten years, they won’t exist the way they exist today”
Prof-Fit
•Pure Administrative
•Quasi – Sales
•Business Development
•Pure Sales
Service Orders Order Tracking
Order Packets Customer Service
Contracts Returns
Office Management Collections
• Pure Administrative
M-A-C Orders Proposal / RFP Support
Service Contracts Backup Point of Contact
Renewals Sat Surveys
Accessories Marketing Event Support
• Quasi - Sales
New Business Development Lead Generation
Set Appointments Marketing Event Support
• Business Development
Account Base Geographic Territory
Full Quota WebX Presentations
• Pure Sales
$37,272
$53,737 .
$58,921
$62,779 .
Cost of Sale
Inside
$37,000
$55,000
$62,000
Cost of Sale
Inside
$37,000
$55,000
$62,000
Cost of Sale
Talent Pool
Talent Pool
Talent Pool
Talent Pool
Next Gen Lifestyle
Next Gen Lifestyle
Next Gen Lifestyle
Next Gen Lifestyle
Next Gen Lifestyle
DigitalNatives
DigitalNatives
DigitalNatives
DigitalNatives
DigitalNatives
Lower Cost of Sale
Larger Talent Pool
Next Gen Lifestyle
Digital Natives
Develop Them Your Way
“The outside sales rep, as we know it, is on his way out”
In five years, ten years, they won’t exist the way they exist today”
Is Your Team Mix
Changing?
Should You Grow
Your Inside Sales?
Who – What – Why?
Group Discussions
Your Thoughts
Three Provocative Forecasts
Same QuestionsDifferent Answers?
“Solution Selling is Dead”
“Start by Firing Your Sales Team”
“In Ten Years, Outside Sales Won’t Exist”
What Opportunities Does this Present?
“It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.”
Charles Darwin
Winning Million Dollar AccountsApril 7, 2023 100