Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer

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


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


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!


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


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?


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?


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




For more information, contact:

Toll Free: (800) 211-0871

www.FirstStepsTraining.com

Documents

Presented by:. Copyright 2009, Elizabeth Allen, Marketsmartz, Inc. CODE Standardized Training Tools & Templates Asks each member of the team to answer