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Creating the Model for a Sales Driven Company 06/10/09 Inflection Point,  LLC
What is the Function of Sales? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point, LLC
What is Optimum? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Today’s Situation ,[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Today’s Situation  Cont. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Solution Velocity ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
How? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Initial Area of Focus ,[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Move the Curve to the Right 06/10/09 Inflection Point LLC Effectiveness Number of People Core Hi Performers
Recommendation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Implementation and Adoption ,[object Object],[object Object],[object Object]
Results Guaranteed ,[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Why Howard Hodges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
Why Howard Hodges  cont ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/10/09 Inflection Point LLC
 
[object Object],[object Object],[object Object],[object Object],[object Object]
Notes
 
Everyone Wants To Play In The Sales Sandbox Prospecting programs Sales guides and playbooks Competitive intelligence and positioning Differentiation strategy Executive selling skills and aides Case studies and reference programs Thought leadership and Influence program Sales knowledge management (portal) Portfolio certification programs Capability demos/ subject matter expertise Demand generation and lead management Solution presentations Collateral Client-facing tools Sales communications Account scoring and qualification Portfolio packaging and training Community marketing Territory planning and coverage models Account segmentation and targeting Business case and ROI proof Seminars and events Sales automation Credibility and credentials Win /loss analysis Account discovery and strategy Sales methodology and training Proposal and oral presentations Sales messaging and positioning
Sales People Are The “Tip Of The Spear” For B2B Our Framework – A P&L of Sales People
 

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Inflection Point Introduction

  • 1. Creating the Model for a Sales Driven Company 06/10/09 Inflection Point, LLC
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9. Move the Curve to the Right 06/10/09 Inflection Point LLC Effectiveness Number of People Core Hi Performers
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.  
  • 16.
  • 17. Notes
  • 18.  
  • 19. Everyone Wants To Play In The Sales Sandbox Prospecting programs Sales guides and playbooks Competitive intelligence and positioning Differentiation strategy Executive selling skills and aides Case studies and reference programs Thought leadership and Influence program Sales knowledge management (portal) Portfolio certification programs Capability demos/ subject matter expertise Demand generation and lead management Solution presentations Collateral Client-facing tools Sales communications Account scoring and qualification Portfolio packaging and training Community marketing Territory planning and coverage models Account segmentation and targeting Business case and ROI proof Seminars and events Sales automation Credibility and credentials Win /loss analysis Account discovery and strategy Sales methodology and training Proposal and oral presentations Sales messaging and positioning
  • 20. Sales People Are The “Tip Of The Spear” For B2B Our Framework – A P&L of Sales People
  • 21.