Elements of Sales Success

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Elements of Sales Success

• Sales Process as the Foundation for an
• Effective Sales Organization

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Startups struggle to achieve takeoff before they
are out of runway
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This is the main challenge faced by boards,
investors, and managers
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Sales performance problems often present major
obstacles to takeoff
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A well organized sales operation can smooth these
obstacles
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You can and should - build a consistent,
repeatable sales process
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Remove the biggest barrier to achieving
exceptional sales
Build an event-driven sales process from initial
contact to final contract
Develop metrics and tools to aggressively manage
the process
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Remove the biggest barrier to achieving
exceptional sales
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Lack of Understanding about what has your
prospects hair on fire, and whose hair is burning
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The productcentric approach
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The prospectcentric approach
Determine how your product helps solve this
problem
Discover a problem thats critical for your
target prospect
Quantify how your solution helps your prospect
make money
Develop questions that illuminate the problem
Close a lot of business
Build a unique presentation and demo
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Gaining agreement is the key
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Now you dont look like every other company and
salesperson
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Build an event-driven sales process from initial
contact to final contract
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Group the actions into buckets
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Everyone will know what qualified means
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You will have a short-hand way to measure your
forecasts
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You can immediately see where the problems in
your funnel are
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Your salesforce will be consistent and productive
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Develop metrics and the tools to aggressively
manage the process
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Discover, measure, and track your key sales
variables
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Develop a sales compensation plan that supports
your sales process and goals
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Implement and customize a company - wide CRM
system
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Manage your salesforce in real time
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Can small companies accelerate success using
sales processes?
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Unorganized sales efforts are a major obstacle to
success
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Build a consistent, repeatable sales process
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Accelerate your path to success with predictable,
repeatable sales
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A collection of events is not necessarily a
process
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