Post on 25-Feb-2016
description
Obtaining the resources you need in order to
succeed.
Presented byBob Sanders, Partner
What resources do you need? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
What resource is most critical? Best product Lowest price Technical assistance Market intelligence Leads Product training! Sales training!
What resources do you need?
The primary role of any business partner is to help the other partner
make more money.
ACTIVITY X PROFICIENCY = SALESNew OpportunitiesNew Proposals
Proposal RatioClosing Ratio
Average Sale Value
Environment Selling Behavior
CapacityCommitment
SkillKnowledge
How can you make more money?
Who wouldn’t like a bigger, better funnel that produces
more sales?
$$$$
What resources do you need?
Effective training is the key to funnel
quantity and quality.
What resources do you need?
What is effective training?
Effective Training
Businesses only buy products and services that solve problems which impact their
P-I-E-R-S.
Effective TrainingPPIIEERRSS
roductivity/efficiencymagexpensesevenueafety, security, stability
Effective Training
The most powerful solution is the one
that has the greatest impact on
P-I-E-R-S.
Defines problems we can solve and their impact on PIERS.
Helps us identify businesses who have these problems.
Supports development of differentiating criteria.
Allows us to present solutions in the most compelling manner possible.
Shrinks gaps in both skill and knowledge.
Effective Training
Answers these questions:1. What does this feature do?2. What would life be like without this?3. How does this situation negatively
impact PIERS?4. What characteristics would cause an
organization to have this problem?5. Who in the organization is likely to
feel the pain?
Effective Training
Demand that your partners provide you with the skill and knowledge to identify more
opportunities, develop clearer differentiating criteria, deliver
powerful presentations and you will both make more money.
What resource is most critical?