Enterprise Selling

Enterprise Selling:

  • Relationship 
    • Culture 
      • Customer norms and protocol
    • Organization  
      • Organization Structure 
      • Addressing everyone 
    • Infrastructure 
      • Base for product deployment success 
      • Key to requirement and design 
    • Needs 
      • Understanding from their Eyes 
  • Vision 
    • Inspiration 
      • Change the Future 
      • Industry Trends 
      • Customer Competitors Adoption 
    • Uniqueness  
      • Showing difference in core vision 
    • Differentiation  
      • Competitors Assessment 
      • Magic Quarantine 
    • Roadmap 
      • Showing Future planning 
      • Allowing them to align their plan 
      • Showing progressive approach 
  • Partnership 
    • POC 
      • Showing it Works 
      • Collaborating with Sales, Delivery and Customer 
      • Building Confidence 
    • Implementation 
      • Taking it to Production 
      • Having all parties to adopt 
      • Taking care of Enterprise - risk averse behavior
    • Expansion 
      • Land and Expand 
    • Replacement 
      • Transition Planning 

Proposal Structure 

  • Executive Summery 
    • Stating understanding
  • POV 
    • Industry POV 
    • Competitors actions
    • Current Situation - Diagram 
    • Future Situation - Diagram 
  • Solution 
    • Ref Architecture
    • Give couple of Solution options 
    • PPS (Product, Platform, Solution) Insertion Strategy
  • Case Studies
    • Addendum 
      • PPS Artifacts
Ref: 
  • https://www.linkedin.com/pulse/enterprise-sales-from-product-person-perspective-steven-sinofsky

How to Sell Your Product or Service

  • Acquiring the Sales Mindset
    • 80/20 - 80 Mindset about Sales and 20% Skills
    • Sharing - Experience and News
    • Delete - Negative Idea on Selling
  • Your Product Inventory
    • Feature Statement (Tactical)
    • Benefit Statement (Operational)
    • Advantage Statement (Competitive)
  • Defining Client Profile and Market Segment
    • TAM (Total Available Market)
    • Profile
    • List / Categorize / Prioritize
  • Developing A Comparative Analysis
    • FBA (Feature Benefit Advantage) for top 3 Competitors
  • Designing Sales Process
    • Sales Cycle (Research > Meeting > Presentation > Demo > Options > Pricing > Closing)
  • Intro Meeting and Questions to Ask
    • 80/20 - 80 Listing and 20 Speaking
    • Open Ended Ques - Exploratory
    • Close Ended Qies - Confirmation
    • Situation > Problems
  • Delivering A Relevant Presentation
    • Incorporate in Presentation
      • Forward Problem
      • Anticipate Objection
  • Demoing your Product/Service
    • Live Demo
    • How to
    • Visual
    • Analogies
  • Educating and Developing Options
    • Educate
    • Pros and Cons
    • No Action
    • Sense of Urgency
  • Presenting Pricing
    • Fair Market vs Premium
    • Options (3)
    • Payment Options (3)

Sales Dogs:
  • Communication
    • Wealth, Fame and Growth
  • Breed of Dogs:
    • Opportunity hunter (Pitbull) – Ferocious - Making more sales call despite number of rejection.
    • Opportunity Seeker (Golden Retriever) – Buttering - Customer Care & Great Service to More get more Opportunity
    • Opportunity Charmer (Poodle) – Sophisticated – Hunts Only niche deal and Charm by articulation
    • Opportunity Intellectual (Chihuahua) - Wizard – Best for Pre-sales presentation to backup with depth knowledge
    • Opportunity Big Hunter (Bassett Hound) – Sympathy – Drive the sales by getting sympathy and begging
  • Ref: 
Managing Sales :
  • Areas to Manage 
    • Lead Generation Activity, 
    • Meeting and Presentation Activity, 
    • Conversion Rate, 
    • Value of Sales 
    • Level of Repeat Business.
  • Challenges to Sales Force
    • If your problem is uncovering opportunities, we will know to look at the quality of leads generated or your ability to ask questions or your ability to drill down once you have asked the initial question.
    • If your problem is conversion, then we will need to look at how you manage the relationship and how you ensure that you have clearly understood the buying signals, timescales and also that you are in conversation with the decision maker.
    • If your problem is repeat business, then we would look at the your communication style, the level of contact you have with the client, how well the company delivers on what you promised originally. Remember that 2nd, 3rd and 4th sales are much more profitable than the 1st sale even if there is not as big a thrill.
    • If your problem is doing the activity, then we would question your reason for being in sales in the first place. Successful Sales people are people of action. They get up early, they don’t watch the clock, they are clear on what they want from life and how much they want to earn. They are motivated by achievement, success and the wanting to do better.
    • If your problem is your price, then we would look at your perception of value, your perception of your product, your perception of your self and your company. We would also look deeper into why you struggle with the price of your product. A sales person who give excessive discounts just to win sales will ultimately cost your business money.
Ref 
  • https://www.linkedin.com/pulse/why-sales-process-so-important-business-john-bottiglieri 
Principal of Persuasion: 
  • Reciprocity - Compelling to Return
  • Scarcity - Making it scared source (time) 
  • Authority - Recommendation for Credibility
  • Consistent - Getting Small Commitment for future larger 
  • Liking - Similar, Complement-or, Cooperative
  • Consensus - Influence the others Action

Comments

Popular posts from this blog

ML Algirithms - Cheat Sheets

McKinsey Innovation - Horizon Model

Go To Market Strategy