Sales Management

Sales Management

  • Decide if the customer is the right fit for your firm
  • Ask questions to discover the problems and challenges they have
  • Monetize the impact of those problems and challenges (both time and money)
  • Find out how long they have had these problems and challenges
  • Find out what else they’ve tried to address these problems and challenges
  • Get the prospective customer to agree that they have these problems and challenges and that they are significant enough to continue the conversation
  • Discover who else at the prospect’s company cares about these problems and challenges
  • Find out how they make decisions and bring on new vendors
  • Ask questions to understand the decision timeline
  • Ask questions to understand the competitive context (not just other potential providers, but also other priorities in their organization, or worse, the decision to do nothing)
  • Find out if they have the money to invest in a potential solution
  • Find out if they are willing to make the case to get money if it’s not in the budget
  • Get the prospect to agree to make a timely decision upon receiving a proposal
  • Draft the proposal, considering all of the information previously discovered
  • Present the proposal
  • Ask for the business
  • Finalize the terms and conditions
  • On-board the client for a successful engagement or project
  • And then start all over on the next problem, issue or challenge
  • Are you aware of the approval and key influencers?
  • Business Owners – Optimized Business outcomes
  • IT Director – Increased IT Functionality and Business Continuity
  • CIO – Lower TCO
    1. What are the defined Customer objectives?
    2. List the win themes?
    3. What is the customers Compelling event to buy?
    4. Have you drafted a Customer-focussed value proposition?
    5. What benefits will the customer gain?
    6. Have we demonstrated our capability?
    7. Have we minimised ours and the Customers risk?
    8. What are the proof points? 
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