AGILE SALESHow to sell in Agile way

What we have now

TOO MUCH: - information - companies - competition - “valueable content”

Today’s customer expectations

Each contact should be valuable for a customer

Success depends on Your knowledge volume

How your knowledge is valuable for customers

The ability to work with current customer’s situation

(Only 15% CEO state that meetings with sales rep were valuable, and 7% out of that agreed on future meetings)

A bit better

Move on Be better day after day Small continuous improvements

Fast learning Divide in parts Sequence Links, connections, associations Free your mind Practice Priority

Minimal effective dose Focus on a “good enough” piece of

information

Focus on most valuable information

Some Questions to ask Which products / services were most

profitable last year? Which products are most attractive? If I were to sell only one product this

year – what would it be? What customers are most interested in? What are the most preferable industries? Do we depend on a season?

Learn abbreviation Wfh SOAP BPO Ooo FTP Drupal E-commerce Wtf SSH Joomla Wordpress Lol CMS CSS Magento Wow HTML/HTML5 KISS Tco CrossPlatform DRY Ebitda hardcode CC/BCC FYI Rest API DBA

What about Status Quo? Sales Benchmark Index – 60% of

opportunities is lost because of “no decision was taken”

Status Quo Questions: What happens if leave everything “as is” (no

decision) What would you gain from this change What would you lose in case of change What would you have if you don’t change What would you lose if you don’t change What is the impact on effectiveness? Costs? Profits?

Other departments? How does Status Quo affects goal achievement? What could the reason a company starts changes What would they run into in case of DIY?

Status Quo Questions – part2 What do they buy now What can we offer, they don’t have Which changes can make them change

their mind

In case of emergency What happens if “cables” are out of

order What are the direct expenses? What are the indirect expenses? Does it influence anything else? Is

anything happens to people and companies?

Why didn’t they change anything else before.

Trigger Events Drupal 6 no longer supported Parse.com is closed New IOS version released New Android version released I’ve seen you posted a problem about….

Tools GoogleAlerts.com InsideView.com Data.com DiscoveryOrg.com ZoomInfo.com OneSource.com Hoovers.com Rapportive.com

Thanks toPresentation was based on Jill Konrath

book “Agile sales”

Author of presentation: Alexey Grakov

Antalika.com – online auction software VironIT.com – custom software

development Email: alexey@antalika.com