Time

1
Time Territory Management
2
Set achievable personal goals

• 50 Calls per Day
• 20 Meetings per Month
• 10 Demos per Month
• 1 Seminar per Quarter
• 50 Seats per Year
• The choice is yours!

Plan for Success
3
Plan your Day

• In the Office
• At Home
• In the Car

Stick to your Plan!
4
Simple Sales Cycle

• Make a call
• Take a Meeting
• Do a Demo
• Send a Quote
• Take the Order and Run

Work Harder and Smarter Pat Maher May 2001
5
Quality Sales Cycle

• Target Market Research (web,onesource)
• Prepare Call to get a Meeting
• Plan Meeting to Qualify
• Organise Demo
• Customer Presentation
• Standard Demonstration
• Customer Parts
• Conduct Evaluation of meeting
• Deliver Quotation
• Negotiate Close Order

6
Go for winnable business

• Would I rather get two, five seat deals per
  month,
• or
• Should I work on a single, twenty seat deal for
  next quarter ?

Qualify Hard - Hero or Zero
7
Qualification Chasing WOMAN

• When
• Opportunity Size
• Money
• Authority
• Need

Pat Maher May 2001
8
Network Selling
Where next
9
Same Business Park

• Pros
• Locals know locals
• Personal references
• Im always in the area
• Distance between meetings
• Cons
• Different needs for different Industries
• One Bad Apple may spoil the patch

10
Customers Customers Suppliers

• Pros
• Good references
• Data transfer
• Cons
• Not easy to find out their customers suppliers
• Different business needs goals
• Their customer might dictate their CAD System

11
Customers Parent Group

• Pros
• Knock-on effect
• Champions referrals
• Similar business needs goals
• Easy to find Web, OneSource
• Cons
• Numerous global locations out of patch
• Corporate standard might dictate CAD System

12
In Summary

• Set achievable personal goals
• Go after winnable Business
• Target Markets with Metrics
• Work Smarter Harder
• Be professional
• Plan, Prepare Qualify Hard
• Use a system that works for you
• Chase WOMAN