Post on 22-Nov-2014
description
@kdsasser
Engaging the Sales Team for Better Discovery & Validation
ProductCamp Atlanta “The Ocho”
@kdsasser
What the Sales Manager Said…
@kdsasser
…Sure, I will send an email to the team and get you some feedback…
@kdsasser
From: Sales ManagerTo: Sales TeamSubject: Weekly Update
Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive.
Also, the Product Management Team is looking for feedback from the field, email me if you have any.
Sincerely,
@kdsasser
What the Sales Team Sees…
@kdsasser
From: Sales ManagerTo: Sales TeamSubject: Weekly Update
Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive.
Also, the Product Management Team is looking for feedback from the field, email me if you have any.
Sincerely,
This Pays My Bills
@kdsasser
From: Sales ManagerTo: Sales TeamSubject: Weekly Update
Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive.
Also, the Product Management Team is looking for feedback from the field, email me if you have any.
Sincerely,
Work I do not get paid to do
@kdsasser
The World of the Sales Team
@kdsasser
The World of the Sales Team
Quota Everything Else
@kdsasser
“People will only do, what they can’t, can’t do”
David EckoffProductCamp Atlanta Seven
Top Rated Speaker
@kdsasser
The Critical PathProspectin
g
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
@kdsasser
Before You Talk to Sales People…..
@kdsasser
60% to 65% of Sales People…. Do Not Belong in Sales.
@kdsasser
80% of Your Revenue is Most Likely Coming from 20% of Your Sales Team.
@kdsasser
Unfortunately, it’s the underperformers who will yell the loudest about product features.
@kdsasser
The Whipping Post
• Didn’t Learn the Requirements• Gave a Generic Presentation• Did Not Engage With the Prospect• Had Poor Follow Up
@kdsasser
The Whipping Post
“Why Did We Lose?”
“Our product lacked the widget feature”
@kdsasser
Filter Your Input
Talk to the Reps Who Are:• Methodical• Consistent Sales Performer• Able to articulate – Where You Win– With Whom You Win– Why You Win – Why You Lose
@kdsasser
Quick Test
How do you start your demos?
@kdsasser
Quick Test
BAD ANSWERS• We have a script• I just start talking• I start with an deep dive
overview of our company
GOOD ANSWERS• We confirm the prospect’s
objectives for the project.• We discuss how we helped
companies with similar objectives become successful
@kdsasser
Engaging Your Sales Team
@kdsasser
Product Strategy
@kdsasser
MarketIntelligence
@kdsasser
Have One-On-One Sessions with Sales RepsWHEN POSSIBLE
@kdsasser
The Critical PathProspectin
g
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
Organize Your Conversations and Collaboration Around Key Sales Activities
@kdsasser
@kdsasser
The Critical PathProspectin
g
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
Which role do you target in Prospecting?
@kdsasser
The Critical PathProspectin
g
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
What client needs make you feel good about our chances of winning?
Which needs make you run away from the deal?
@kdsasser
The Critical PathProspectin
g
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
What client needs make you feel good about our chances of winning?
Which needs make you run away from the deal?
@kdsasser
The Critical PathProspectin
g
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
What is the most engaging topic in your sales pitch?
@kdsasser
Attend a Sales PresentationWHEN POSSIBLE
@kdsasser
The Critical PathProspectin
g
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
How often do you see our competitor’s pricing?
@kdsasser
The Critical Path
Use Lost Accounts for Customer
Discovery
“Would we have won this account if we
had…”
Prospecting
Needs Analysis
Qualifying
Presenting
Negotiating
Closing
@kdsasser
Engaging the Sales Team for Better Discovery & Validation
ProductCamp Atlanta “The Ocho”