Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools...

Presented by:

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

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

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!

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

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?

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?

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

Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.

Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.

Copyright 2009, Elizabeth Allen, Marketsmartz, Inc.

For more information, contact:

Toll Free: (800) 211-0871

www.FirstStepsTraining.com