Presales Best Practices You can Use Now, by Doug Johnson
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Transcript of Presales Best Practices You can Use Now, by Doug Johnson
![Page 1: Presales Best Practices You can Use Now, by Doug Johnson](https://reader030.fdocuments.in/reader030/viewer/2022032611/55a86a071a28abb71b8b45be/html5/thumbnails/1.jpg)
Presales Best Practices You Can Use NowDoug JohnsonSales Engineer
BetterFasterStronger
Version 5.0
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Session Overview
• Discovery: The Key to Success
• Poor discovery = poor demo
• No decision maker / no budget / no timeframe = no demo
• Demo Prep: Do Not Skimp
• Know prospects business
• Tailor demo for the client
• Demo Delivery: Tell Show Tell
• No questions = no interest
• Stories: Results from the Field
• Presales examples and results
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Demos in 2014
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Prospects Partners Other
Demos in 2014
Demos
Prospects
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Partners
Partners Involved
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How Are We Doing?
26
40
61
Won Open Lost
Results
• 30% close rate
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DiscoveryThe Key to Success
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Discovery Success Factors
Win Deal
Exit a ‘Loser’
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Discovery: Nobody Wants It
“No discovery needed … I’ve been working with this client for 3 years.”- VAR ABC
“The prospect is excited and really wants to see the software.”- Acumatica Employee
“During this round, all my prospect needs is an overview of the software.”- VAR XYZ
“We are narrowing it down to three vendors in this round.”- VAR 123
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Discovery Document
• Easy to Get Started
• 3 pain points
• Sales process
• What they are replacing
• Modules needed
• Other Information
• Module specific information
• External systems
• Implementation
• Key reports
• ROI
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Demo PrepDo Not Skimp Here
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What Helps?
Short list of items the prospect wants to see
No 500 question RFPs please.
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Get a Purchase Order
Vendor part number
Catalog numbers
Data for demo
Track quantity received
B/O and FET all zero, why?
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Get an Invoice
Add equipment to your project
Typed notes (manual invoice)
Actual pricing (and often inventory IDs)
Subcontractors (missed during discovery)
Reprints required
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Customer quote
6 pages
Manually produced
Design process and negotiation
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Docs from Key Processes
Shipping requirements
Written notes – opportunity!
Email stamp - opportunity!
Sample customer and addresses
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Provide Key Reports
Excel or BI tool needed for graphics
Pareto chart required
Do we have data?
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Flow Diagram: First Review
16
West Point
Howells
NVC Vet Supply(Agri-Blenders)
Distributor
(MWI)
Wisner
1. Supplies ordered via distributor
2. Order placed
with manufacturer
1a) Sales order created with drop
shipment specified
- Cost provided from manufacturer
- Price set between companies
3. Order drop-shipped to NVS
2a) PO emailed to manufacturer with
shipping instructions
3a) Shipment received
into inventory
4) Invoice
Invoice
outside
Acumatica
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Flow Diagram: Revision
17
West Point
Howells
NVC Vet Supply
Distributor
(MWI)
Wisner
3. Invoice sent to NVC
Invoice verified
(not re-keyed)
2. Order shipped to NVS
2a) Shipment received into
inventory
- Cost based on PO
amount
1. Supplies ordered
1a) PO emailed from NVC to MWI
- Bill to NVC
- Ship to NVS warehouse
Invoice includes
markup
4. Invoice sent to NVS
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Flow Diagram
18
Main Warehouse(pickup orders)
• Customer drive up, places order
• Payment accepted- Attempt to gather customer
information
1.Customer phones in order
Purchase order delivery
Invoice and payment
Dispatch(orders on account)
2.Schedule delivery
3.Deliver via 3rd
party
4.Invoice- Include delivery charge
Account Customer
Drive Up Customer
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Demo DeliveryTell Show Tell
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Have an Agenda
• Establish key talking points
• Part of tell-show-tell
• Keeps demo on track
• Elements
• Key items to cover
• Speakers
• Scenarios
• Timeframes (optional)
• 10:00am
Background
• 10:15am Demo
• 12:00pm QuestionsNOT AN AGENDA
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Start with Excitement
Start When
• Decision makers present
PowerPoint
• Key for setting vision
• Keep it short, not required
Attention Grabbers:
• Show dashboards
• Show customer’s items
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Build Credibility
“Can you handle federal excise tax applied to tire purchases?”
• Competition answer: yes
• Acumatica answer: if you can explain your requirements I will show you what we can do with our flexible tax system …
“This is very specific to our industry … here is how it works …”
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Finish with Vision
Attention Grabbers:
• Show mobile
• Show portal
List Issues
• Keep to-do’s positive
• Not a list of customizations
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Some StoriesResults form the Field
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Case 1: Tire Distributor
Preparation:• Discovery doc + 10 things they wanted to see on demo
• Agenda including key process flows to show
• Received PO from supplier
• FUSION RMS
Demo 1:• Showed custom items
• Made it look easy to search for data
Demo 2:• Information was missing: quick quote, pick ticket
process, invoicing, federal excise tax
Result: • Won
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Case 2: Mulch Wholesaler
Preparation:
• Discovery included need for mobile and web
• Scheduling and dispatch – M5 involved
Demo:
• Reviewed PPT workflow
• Showed everything needed and got buy off
After Demo:
• Gave demo instance, customer was ‘confused’ by software
Result:
• Lost
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Case 3: Pet Supplies ManufacturerPreparation:• Multiple discovery calls (PAM, SE, Partner)
• Integration with third parties (Ecommerce, carriers, shipping)
• Manufacturing options discussed
Demo:• Showed customized items
• Showed inter-company and key processes
After Demo: • Executive call scheduled
• Reference calls scheduled
Result: • Won
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Case 4: Hotel Supply DistributorPreparation:
• Discovery uncovered forecasting needs
• Prospect provided 2 page document of pain points and flow
Demo 1:• Needed better display of forecast data and container shipping
Demo 2: • Showed forecasting, answered 10-12 specific questions
• Customization requested (duplicate PO, PO split, kitting)
Demo 3• Did demo for a different audience
Demo 4:• Reviewed 15 questions about solution, got buy-off on each
Post Demo:• Provided access to system for testing
Result: • Did not hear, assume lost
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Case 5: Fragrance importer/exporterPreparation:
• Discovery included key points, high level flows
Demo:
• 50% demo, 50% discovery
• Team was very engaged in the process
After Demo:
• Proposed solution to consignment sales
Result:
• Lost – competitor discount
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Case 6: Boot Supplier
Preparation:
• Simple discovery – financials only
Demo 1:
• Showed financials, mostly out of the box
Demo 2:
• Payroll demo (mid-June)
Result:
• Lost – functionality/price
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Case 7: On Demand Artwork
Preparation:
• Discovery included key points, high level flows
Demo:
• 50% demo, 50% discovery
• Team was very engaged in the process – suggesting ways to do things that they needed
After Demo:
• Provided information on configurator
Result:
• Nearing close
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Case 8: Magazine Distributor
Preparation:
• Partner provided 4 page Word doc with key data (budget, needs, timeframe, key points, etc.)
• Partner reviewed document in detail on prep call
Demo:
• Acumatica showed generic items (partner’s first demo)
• Partner showed customizations for client’s environment!!
Result:
• Open, with verbal ‘go ahead’
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