Methods, Tools, and Skills The Path to Win-Win in Business Alliances NAPM Utah Salt Lake City 14 January, 2010

Randy A. Wardwell VP Sales Financial Services Credit Solutions Group Davis + Henderson LTD

Oxymoron or Genius??!!

Procurements traditional, “preferred” approach to dealing with salespeople

Methods or Process

To increase the likelihood of success

It's all about standing out...

No process No process No process No process The disciplined, process-oriented professional

Why a Sales Process??

1.To Reduce Sales Cycles 2.To Improve Close Ratios 3.More Repeat Business 4.To drive to Win/Win

The Miller Heiman Sales System TM

Our Framework:

• To help clients uncover sales performance and sales force productivity issues; and • To define, prioritize and track improvement initiatives.

The Miller Heiman Sales System TM

Strategic Selling ®

Strategic Selling ® helps organizations and individuals develop comprehensive deal strategies to win complex sales. Key ideas:  Identify the elements of Strategic Analysis  Develop an ongoing process for: — Analyzing sales opportunities — Setting effective strategies — Managing and tracking sales objectives  Common process and language to manage primary sales opportunities

Miller Heiman Sales System

• Create Opportunities  Manage Opportunities • Manage Relationships • People • Reinforcement & Support • Management Execution

Strategic Selling ®

Key Focus of Strategic Selling®:  Creating Single Sales Objective  ID Red Flags  ID All Buying Influences, Role, Influence, Mode and Rating  Develop a Strategy for Each Buying Influence  Gauge Your Competitive Position  Create a Coach for the Sales Process  Insure Access to the Economic Buyer  Brainstorm an Action Plan  Create a “Best Action Plan”

Win-Results

People Win in their own ways Your personal Win is different from each Buying Influence’s personal Win Categories of Buying Influences tend to look for similar business Results, but each Wins in a personal way

Conceptual Selling ®

Conceptual Selling ® helps organizations and individuals sell more effectively by aligning the way they sell to the way their customers buy. Key ideas:  Develop a reliable individual and team process for planning, conducting, and assessing sales calls  Develop a communication that is focused on solving the needs of the Buying Influence and what they are trying to: — Fix — Accomplish — Avoid  Learn a common language for discussing sales calls

Miller Heiman Sales System

  Create Opportunities • Manage Opportunities Manage Relationships • People • Reinforcement & Support • Management Execution

Conceptual Selling ®

Key Focus of Conceptual Selling®:  Creating Single Sales Objective  ID Red Flags  ID Buying Influence’s Concept  Craft Valid Business Reason for Each Call  Build Best Action Commitment  ID Minimum Acceptable Action  Create Question Types & Sequences  Build Credibility  Test for Basic Issues  Practice Joint Venture Selling

Joint Venture Sales Approach

• Joint Venture Selling is a process that begins with: • Understanding the Buying Influence’s Concept • Presenting your product, service, or solution as it relates to the Concept

Joint Venture Selling Process

Tools

To increase the likelihood of success

Tools

• Research Tools •Strategy and Planning Tools •Third Party Partnerships

Research Tools

Hoovers Jigsaw LinkedIn Salesforce.com

Strategy and Planning Tools • Blue Sheet • Green Sheet

Miller Heiman Strategic Selling ® Blue Sheet

What are we proposing to sell?

What is our current position?

Is the prospect a good match for what we offer?

Who are the buying influences, their roles, openness to change, and level of influence?

What does each buying influence get out of what I’m proposing?

How do I rate each buying influence, and how do I know this is an accurate rating?

What are those factors that strengthen my position, and what are those things I need to fix or neutralize?

What are some possible actions we could take to strengthen our position?

What information do we need, and what are the best actions to take, who will do them, and when?

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Miller Heiman Conceptual Selling ® Green Sheet What is the customer is trying to fix, accomplish, or avoid?

What we are proposing to sell?

Expected outcome of the sales call Why the customer should meet with you?

Differentiating your solution Developing the proper questions and sequence for a productive sales call Developing the proper questions to move the sale forward

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Third Party Partners

Yodlee IBM CAST Meta Accenture Oracle/Sun Iontas

Skills

To increase the likelihood of success

Skills

Listen, Listen, Listen (70/30 reversal) Golden Silence Do what you say you will Tell the truth – always even when it hurts Always look for their Win while securing yours

Character Traits can become Business Skills

MAKE A DIFFERENCE Integrity BRAND CORE VALUES

Thank You!!!