Ten Easy Ways to Improve Your Sales Success - Phillip Jones

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  • 7/28/2019 Ten Easy Ways to Improve Your Sales Success - Phillip Jones

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    Ten Easy Ways To Improve Your Sales Success

    Phillip J ones

    Vice President, Field Enablement

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    Defining Sales Success

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    Quota Attainment Faster Progression Higher Close Rates

    Forecast Accuracy Bigger Pipeline Relationships

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    Defining Easy

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    The Ten Easy Ways To Improve Your Sales Success

    1. Use your time well

    2. Know your competition

    3. Understand your customers industry/business

    4. Target the highest priority needs

    5. Talk to the right people

    6. Apply your creativity

    7. Establish value and differentiation

    8. Know your customers decision-making/buying processes9. Say No

    10. Persevere

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    Use Your Time Well

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    Your most precious asset

    Create focus

    Plan and prioritize

    Manage interruptions

    Ask for help

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    Use Your Time Well

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    I can do it - but I

    dont like doing it

    PROPOSEI do it, I enjoy it and

    I think I do it well

    I do it but I know I

    dont do it well

    I dont like it / I wont

    ever do it

    Find someone else to do

    this with me

    Find someone else to teach

    me how to do this

    Find someone else to do

    this forme

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    Know Your Competition

    8

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    Understand Your Customers Industry / Business

    What are the factors influencing their industry?

    What is the culture of their organization?

    Who do they compete with?

    What are their top initiatives and goals?

    Have you conducted a walk-through of their current operation?

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    Target The Highest Priority Needs

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    Talk To The Right People

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    Users

    ApproversDecisionMaker

    Recommenders

    Evaluators

    Administrators

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    Talk To The Right People

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    Execut ives are harder to access

    There are not as many of them

    Theyre busy

    They travel

    They juggle priorities

    They move jobs more frequently

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    Talk To The Right People

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    But we need to get to them

    They make decisions

    They assign the resources

    They have the money

    They need our help

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    Establish Value and Differentiation

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    Establish Value and Differentiation

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    All Safe Insurance Group - Claims Optimization Project ( Mobile Claims )

    200

    300

    400

    500

    600

    700

    800

    Year 1 Year 2 Year 3

    CRA Product ivit y IT Resources

    Return on Investment

    (Net Savings In First Three Years)

    Business Value

    Capture market share and grow revenuesthrough first-mover innovation

    Improve customer satisfaction and loyalty

    Lower costs by increasing the productivity of

    claims workers and decreasing IT workloadCompliance with government regulations

    Key Features and Benefits

    Reduce manual indexing of incoming documents

    Increase customer self-service optionsIncrease the work that can be processed withoutmanual intervention

    Ability to track all active claims

    Real-time management information

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    Know Your Customers Decision-Making/Buying Processes

    Participants

    Roles

    Priorities

    Timelines

    Deadlines

    Dependencies

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    Say No

    To opportunities that are not a good fit

    To deals that are not worth the effort

    To prospects who base their buying decisions on price

    To prospects who wont let you walk-through their operations

    To POCs not tied to clear procurement milestones

    To unreasonable discounts or concessions

    To deals that you wouldnt buy

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    Persevere

    Practice patience and persistence

    Take small bites out of big goals

    Dont fear mistakes

    Learn from your set-backs

    Dont personalize rejection

    Productive attitudes and behaviors

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    Thank you.

    Phillip J onesVice President, Field Enablement

    Phone: +1-949-375-3523

    Email: [email protected]