Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools...
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Transcript of Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools...
![Page 1: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/1.jpg)
Presented by:
![Page 2: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/2.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
CODEStandardized Training Tools & Templates Asks each member of the team to answer “How do I”…C- Communicate with prospects?O - Organize my time & internal resources?D - Document progress?E- Evaluate performance?
It’s as simple as 43281
![Page 3: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/3.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
The 4 Phases of CODE
This is intuitively what companies are always doing, whether they recognize it or not…
• Phase 1: Lead Generation
• Phase 2: Lead Qualification
• Phase 3: “The Sales Pitch”
• Phase 4: Post-Sales Activity
![Page 4: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/4.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
The 3 Critical Roles On Every Sales Team
The Prospector, Technical Expert & Closer
• Achieving urgency for an “All Hands On Deck” mentality
• Real question…How to drive the cultural change required to effectively “farm and hunt”
• Closer needs relief to have time to do what he does best…Close deals in Phase 3
• The truth is…
Not everybody wants to be or should be a Rainmaker, but everyone can act as a prospector!
![Page 5: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/5.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
Recognizing There’s Only 2 Types of Prospects
Invisible: Don’t identify themselves. By the time they know they are prospects… Your competition does too
• Only Two Types…
Experienced & Inexperienced
• Requires your prospector to find pain or educate = Face time
![Page 6: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/6.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
There’s 8 Critical Questions-Purposefully slowing down to create face time….
1. Is there a definitive timeline for the project?
2. Have we met and spent time with the decision maker?
3. Do we know the criteria that will be used to select a contractor partner or review a proposal?
4. What are the prospects assumptions about price in relation to their definition of value? (price vs. value) Has a budget been established?
5. Who is the competition?
6. Have we addressed the proprietary nature of the solution we will provide?
7. What is the timeline for a decision to be made once a proposal is submitted?
8. What are the next steps to move the prospect through the pipeline, or should we take them out? What’s the agenda for the next meeting?
![Page 7: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/7.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
There’s 1 Goal: Keep the pipeline filled & moving!
• Easy to get sloppy: When you are organizationally lean, it’s easy to not prioritize sales and loose sight of your pipeline
• Two motivators, fear & greed. How much pain are you in right now?
• Recognize if progress isn’t measured, it’s hard to sustain change. This process is exactly like weight loss and will perform to your companies ability to engage – Are you ready to model the behavior of accountability?
![Page 8: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/8.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
RFP/ RFQ Date Indicated
Overview of CODE
Phase 3: Sales Process• Red Leads Convert
Team &Closer
Phase 2: Lead Qualification• Blue Leads
Educate or Find Pain• Answer 8 Key Questions
Technical Expert
• Blues• Reds
Phase 1: Lead Generation• Basic Yellow
• Yellow• Blue• Red
ProspectorYellow Leads
The Prospect Pool• Defined by the MAP
• Short Term Plans determine monthly priorities
Phase 4: Post Sales Activity• Survey / De-brief
• New customer = Project Start-UpHunt & Farm Continuously
![Page 9: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/9.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
![Page 10: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/10.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
![Page 11: Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer.](https://reader035.fdocuments.in/reader035/viewer/2022062718/56649e695503460f94b663e5/html5/thumbnails/11.jpg)
Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.
For more information, contact:
Toll Free: (800) 211-0871
www.FirstStepsTraining.com