Session 1
Give give – then take. Process optimization. Automate the process using mail chimp. Cadence of
helping. Research and provide values in 21 pieces. Helping others. Complexity in the new process.
Scenario: Someone called in sick just before the meeting. Sales manager job needs to focus on the
horizon, creating an ecosystem for sales manager to enable them to do better. Responsibility of sales
people to manage and deal with clients. Enable sales people to leave a new message “saying all
taken care of. Someone else is doing and I debriefed”
Need a sales force? – when there is less product complexity, value of deal size is less, Need revenue
fast to survive.
tools like AI chatbots are useful.
Streamline and automate the process to reduce cost
Cost higher when you put sales people
Can sales person do it more than process??
Buyers’ perspective of investment: buyer process. – SEO,
Session 2
VP of Sales
Bring in team together by creating productive culture while firing 10 people
Deal:
Common connection
3 months
Struggles defect rates 28%
Long term play?
Revenues down?
No traffic
50% sales lead qualification
Cole’s law
Couple of issues
90 days board present
Finalize deal year long engagement
Background of business (high-level)
, Success looks like?
Sales vs cost? – all three are important
What Mali is doing?? – VP
Paul is Assistance
Marketing communications to sales leads
Q. Company has put RFP (request for proposal). You (consulting) have a meeting with CEO of
company
Tips:
- Go to the meeting with the question – should I even bid and then focus on building strategy
to bid
- Have template ready for check off
- Know what you need in advance (end goal and outcome) to know to listen to right
information (*zoning in*)
- Who all the people are and involved and their roles (decision makes and stakeholders)
- Timelines
- Process (30 days response, interviewing and select, negotiate), timelines
- Budget??
- Competition (you have a consulting partners)
- Get perspective on Can you help them? Capabilities/Corporate Alignment
Complexity of Deals determiners (buyers’ perspective) -- More complex, need salesforce
- Degree of standardization (suit vs computer) – suit is tough
- High amount materially imp. amount) – (for me $5000 for dress is more material than rich
person)
- Product complexity (integration, people involved) – more checks, more things/needs to
think about
- High risk/impact of decision
- Number of People involved/ time taken to make a decision (lots of steps)
- Operational (less complex) vs strategic (more complex)
More complex, yet no need sales force
- RFP involved and no need to talk to end users – then no need for sales force even though
process is complex
- More on slide 23 of class 2
Types of Deals
- Strategic (spend more time) vs operations
- First time (spend more time) or done before – New task – position to meet needs
- Don’t know if they have problem (build pain and position) – hardest thing to do as sales
person
- Repeat – not happy with you – differentiate on hot buttons
- Straight rebuy – have other vendor -- fortify against competitor
Give give – then take. Process optimization. Automate the process using mail chimp. Cadence of
helping. Research and provide values in 21 pieces. Helping others. Complexity in the new process.
Scenario: Someone called in sick just before the meeting. Sales manager job needs to focus on the
horizon, creating an ecosystem for sales manager to enable them to do better. Responsibility of sales
people to manage and deal with clients. Enable sales people to leave a new message “saying all
taken care of. Someone else is doing and I debriefed”
Need a sales force? – when there is less product complexity, value of deal size is less, Need revenue
fast to survive.
tools like AI chatbots are useful.
Streamline and automate the process to reduce cost
Cost higher when you put sales people
Can sales person do it more than process??
Buyers’ perspective of investment: buyer process. – SEO,
Session 2
VP of Sales
Bring in team together by creating productive culture while firing 10 people
Deal:
Common connection
3 months
Struggles defect rates 28%
Long term play?
Revenues down?
No traffic
50% sales lead qualification
Cole’s law
Couple of issues
90 days board present
Finalize deal year long engagement
Background of business (high-level)
, Success looks like?
Sales vs cost? – all three are important
What Mali is doing?? – VP
Paul is Assistance
Marketing communications to sales leads
Q. Company has put RFP (request for proposal). You (consulting) have a meeting with CEO of
company
Tips:
- Go to the meeting with the question – should I even bid and then focus on building strategy
to bid
- Have template ready for check off
- Know what you need in advance (end goal and outcome) to know to listen to right
information (*zoning in*)
- Who all the people are and involved and their roles (decision makes and stakeholders)
- Timelines
- Process (30 days response, interviewing and select, negotiate), timelines
- Budget??
- Competition (you have a consulting partners)
- Get perspective on Can you help them? Capabilities/Corporate Alignment
Complexity of Deals determiners (buyers’ perspective) -- More complex, need salesforce
- Degree of standardization (suit vs computer) – suit is tough
- High amount materially imp. amount) – (for me $5000 for dress is more material than rich
person)
- Product complexity (integration, people involved) – more checks, more things/needs to
think about
- High risk/impact of decision
- Number of People involved/ time taken to make a decision (lots of steps)
- Operational (less complex) vs strategic (more complex)
More complex, yet no need sales force
- RFP involved and no need to talk to end users – then no need for sales force even though
process is complex
- More on slide 23 of class 2
Types of Deals
- Strategic (spend more time) vs operations
- First time (spend more time) or done before – New task – position to meet needs
- Don’t know if they have problem (build pain and position) – hardest thing to do as sales
person
- Repeat – not happy with you – differentiate on hot buttons
- Straight rebuy – have other vendor -- fortify against competitor
