The Big Sales Factory

1. Building The Big Sales Factory

2. Welcome! <ul><li>Today is about The Big Sale Factory </li></ul><ul><li>What, why and most importantly HOW </li></ul><ul><li>5 Best Principles </li></ul><ul><li>What you can do to build your own </li></ul><ul><li>Self-Audit – How do you score </li></ul>

3. Quick Shout Out…

4. What is a Big Sale?

11. What is a Big Sale? <ul><li>Bigger size </li></ul><ul><li>More complexity </li></ul><ul><li>Changes you </li></ul><ul><li>Different process </li></ul><ul><li>More buyers </li></ul><ul><li>Different reasons </li></ul>

12. Why do we want big sales?

13. Why do we want Big Sales? ?

17. Why do we want Big Sales? <ul><li>Change us </li></ul><ul><li>Grow faster </li></ul><ul><li>Cross no man’s land </li></ul><ul><li>More opportunity for your people </li></ul><ul><li>Land other big sales </li></ul>

18. What is The Big Sale Factory?

19. What is The Big Sale Factory? ?

23. What is The Big Sale Factory? <ul><li>Craftsmen </li></ul><ul><li>Guild </li></ul><ul><li>Industrial Revolution </li></ul><ul><li>Lean Manufacturing </li></ul>

24. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul>

25. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul><ul><li>Quality measured at every step </li></ul>

26. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul><ul><li>Quality measured at every step </li></ul><ul><li>Squeeze out waste at every step </li></ul>

27. Principles of Lean Manufacturing <ul><li>Start with end in mind </li></ul><ul><li>Quality measured at every step </li></ul><ul><li>Squeeze out waste at every step </li></ul><ul><li>Focus on process rather than people </li></ul>

28. Let’s build The Big Sale Factory… <ul><li>5 Key Principles </li></ul>

29. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul>

30. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul>

31. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul><ul><li>“ Organizationship ” Selling vs. Relationship Selling </li></ul>

32. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul><ul><li>“ Organizationship ” Selling vs. Relationship Selling </li></ul><ul><li>Strategy Driven vs. Luck Driven </li></ul>

33. Let’s build The Big Sale Factory… <ul><li>5 Key Shifts in Sales Principles </li></ul><ul><li>Focus vs. Numbers Game </li></ul><ul><li>Process vs. People </li></ul><ul><li>“ Organizationship ” Selling vs. Relationship Selling </li></ul><ul><li>Strategy Driven vs. Luck Driven </li></ul><ul><li>Business Solutions vs. Iron Triangle </li></ul>

34. Best Practices of The Big Sales Factory

35. <ul><li>Focus </li></ul><ul><li>vs. </li></ul><ul><li>The Numbers Game </li></ul>Best Practice #1

36. Numbers means…

40. Numbers means… <ul><li>Input focused </li></ul>

41. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul>

42. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul><ul><li>Activity = Productivity….NOT </li></ul>

43. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul><ul><li>Activity = Productivity….NOT </li></ul><ul><li>Creates fiction authors </li></ul>

44. Numbers means… <ul><li>Input focused </li></ul><ul><li>More is better </li></ul><ul><li>Activity = Productivity….NOT </li></ul><ul><li>Creates fiction authors </li></ul><ul><li>CRM becomes a master, not a servant </li></ul>

45. So, if that was bad, what’s good?

46. Focus <ul><li>Screen targets according to a model </li></ul><ul><ul><li>90% of your market is less than best </li></ul></ul>

47. Focus <ul><li>Screen targets according to a model </li></ul><ul><li>Texas Hold ‘ Em – 2 card questions </li></ul><ul><ul><li>How do you know up front when it’s cheap to get out? </li></ul></ul>

48. Focus <ul><li>Screen targets according to a model </li></ul><ul><li>Texas Hold ‘ Em – 2 card questions </li></ul><ul><li>Pick your opportunities </li></ul><ul><ul><li>Select and hunt, don’t throw a net and hope </li></ul></ul>

49. Focus <ul><li>Screen targets according to a model </li></ul><ul><li>Texas Hold ‘ Em – 2 card questions </li></ul><ul><li>Pick your opportunities </li></ul><ul><li>Know why you don’t want certain deals </li></ul><ul><ul><li>Treat prospects like the velvet rope, who’s on the list? </li></ul></ul>

50. Great Resource

51. Case Study: A Rich Man

52. Self Audit: Focus vs. Numbers Game

53. Self Audit: Numbers Game Mistakes <ul><li>You sell to >80% of your leads </li></ul><ul><li>Answer all RFPs, or no RFPs </li></ul><ul><li>Performance expectations are set on contacts, appointments and quotes </li></ul><ul><li>Change compensation plan to change sales performance </li></ul><ul><li>You have a territorial approach only to sales planning </li></ul>

54. Self Audit: Focus Best Practices <ul><li>You have a formal review process for prospects that require investment in the sales process </li></ul><ul><li>You are converting at 50%+ on your biggest sales opportunities </li></ul><ul><li>You have discussed, fought over and created a list of the 10 most important target filters </li></ul>

55. <ul><li>Process </li></ul><ul><li>vs. </li></ul><ul><li>People </li></ul>Best Practice #2

56. Process vs. People

59. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul>

60. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul><ul><li>Measurable = Manageable </li></ul>

61. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul><ul><li>Measurable = Manageable </li></ul><ul><li>Replicable = Scalable </li></ul>

62. Process vs. People <ul><li>Basic Principles: </li></ul><ul><li>Step based process = Power </li></ul><ul><li>Measurable = Manageable </li></ul><ul><li>Replicable = Scalable </li></ul><ul><li>Improve the system and it becomes an asset </li></ul>

63. Process vs. People <ul><li>Action Items: </li></ul><ul><li>Build your step process </li></ul><ul><li>Establish your engagement gauges </li></ul><ul><ul><li>Time </li></ul></ul><ul><ul><li>People </li></ul></ul><ul><ul><li>Info </li></ul></ul><ul><li>Create your dashboard </li></ul>

64. Case Study: Doctors with Big Borders

65. Self Audit: Process vs. People

66. Self Audit: People Mistakes <ul><li>Hire “ rockstars ” from your industry because of their contact list </li></ul><ul><li>Look for perfect sales rep based upon past perfect sales rep </li></ul><ul><li>Calculate candidate value based upon book of business they promise they can move </li></ul>

67. Self Audit: Process Best Practices <ul><li>You have a clear step-based process with roles, responsibilities and proof at each step in the process for selling key accounts </li></ul><ul><li>No one sales rep has greater than 40% of your sales accounts </li></ul><ul><li>You can see out 12 months with confidence as to what your new account sales performance will be </li></ul>

68. <ul><li>“ Organizationship ” Selling </li></ul><ul><li>vs. </li></ul><ul><li>Relationship Selling </li></ul>Best Practice #3

69. “ Organizationship ” Selling vs. Relationship Selling

72. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><ul><li>Technology, governance practices, risk and complex processes dictate this </li></ul></ul>

73. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say “no” </li></ul><ul><ul><li>Modern no = “Yes, later” </li></ul></ul>

74. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul>

75. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul><ul><ul><li>Incumbent </li></ul></ul>

76. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul><ul><ul><li>Incumbent </li></ul></ul><ul><ul><li>Biggest brand </li></ul></ul>

77. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Basic Principles: </li></ul><ul><li>Big Sales are group driven </li></ul><ul><li>Everyone can say no </li></ul><ul><li>4 choices easier than you: </li></ul><ul><ul><li>Do nothing </li></ul></ul><ul><ul><li>Incumbent </li></ul></ul><ul><ul><li>Biggest brand </li></ul></ul><ul><ul><li>Lowest price </li></ul></ul>

78. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><ul><li>Figure out your people who match theirs, bake them into the process at the appropriate place with roles and responsibilities </li></ul></ul>

79. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><ul><li>They are afraid of work, risk, accountability </li></ul></ul>

80. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul>

81. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul>

82. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul>

83. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul><ul><ul><li>Controls </li></ul></ul>

84. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul><ul><ul><li>Controls </li></ul></ul><ul><ul><li>Risk Management </li></ul></ul>

85. “ Organizationship ” Selling vs. Relationship Selling <ul><li>Action Items: </li></ul><ul><li>Must peer up </li></ul><ul><li>Must take fear off the table </li></ul><ul><li>Must show: </li></ul><ul><ul><li>How </li></ul></ul><ul><ul><li>Who </li></ul></ul><ul><ul><li>Milestones </li></ul></ul><ul><ul><li>Controls </li></ul></ul><ul><ul><li>Risk Management </li></ul></ul><ul><li>Bigger team </li></ul>

86. Case Study: 5x in 17 weeks

87. Self Audit: “ Organizationship ” Selling vs. Relationship Selling

88. Self Audit: Relationship Mistakes <ul><li>For bigger sales, sales personnel do greater than 50% of the prospect-facing meetings </li></ul><ul><li>Sales generates the annual sales forecast and growth predictions alone </li></ul><ul><li>You do not have a process driven dashboard for sales management </li></ul><ul><li>Your sales dashboard includes a sales defined “potential to close” estimate </li></ul>

89. Self Audit: “ Organizationship ” Best Practices <ul><li>We know who all of the decision-makers, influencers and detractors are in each of our biggest prospects </li></ul><ul><li>Senior executives from our company are involved in all of our biggest sales early </li></ul><ul><li>On our biggest sales we target at least 3-5 key players from the prospect’s side to be in the presentations and meetings </li></ul>

90. <ul><li>Strategy Driven </li></ul><ul><li>vs. </li></ul><ul><li>Luck Driven </li></ul>Best Practice #4

91. Strategy Driven vs. Luck Driven

94. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><ul><li>Don’t chase everything, not everyone is ready for the gift of working with you </li></ul></ul>

95. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><li>Make a list and hunt </li></ul><ul><ul><li>List comes from the strategic plan, everyone knows it </li></ul></ul>

96. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><li>Make a list and hunt </li></ul><ul><li>Hunt heavy with confidence </li></ul><ul><ul><li>Hunt less = Hunt with more </li></ul></ul>

97. Strategy Driven vs. Luck Driven <ul><li>Basic Principles: </li></ul><ul><li>Know their best opportunities </li></ul><ul><li>Make a list and hunt </li></ul><ul><li>Hunt heavy with confidence </li></ul><ul><li>Generals lead from the front </li></ul><ul><ul><li>The company takes the cue from leaders </li></ul></ul>

98. Strategy Driven vs. Luck Driven <ul><li>Action Items: </li></ul><ul><li>Part of annual strategic plan </li></ul><ul><ul><li>Portfolio approach </li></ul></ul>

99. Strategy Driven vs. Luck Driven <ul><li>Action Items: </li></ul><ul><li>Part of annual strategic plan </li></ul><ul><li>Process/budget dedicated to the big deals </li></ul><ul><ul><li>Different than marketing or average sales </li></ul></ul>

100. Strategy Driven vs. Luck Driven <ul><li>Action Items: </li></ul><ul><li>Part of annual strategic plan </li></ul><ul><li>Process/budget dedicated to the big deals </li></ul><ul><li>3. Executive management drives the choices </li></ul>

101. Case Study: Shift from Star Chasing

102. Self Audit: Strategy Driven vs. Luck Driven

103. Self Audit: Luck Driven Mistakes <ul><li>Bigger is always better </li></ul><ul><li>Sales reps pick prospect targets on their own with little company oversight </li></ul><ul><li>Hunted icon brand clients to enter a market vertical </li></ul><ul><li>Focus on sales activities to drive our “get lucky” approach </li></ul>

104. Self Audit: Strategy Best Practices <ul><li>Executive management has selected 1-5 big clients we are going to land this year to grow our business 20%+ </li></ul><ul><li>Each sales person has a list of company selected prospects to target and sell </li></ul><ul><li>Everyone knows who we should not sell and why- and we don’ t waste time on those. </li></ul>

105. <ul><li>Business Solutions </li></ul><ul><li>vs. </li></ul><ul><li>Iron Triangle </li></ul>Best Practice #5

106. Business Solutions vs. Iron Triangle

111. Business Solutions vs. Iron Triangle <ul><li>Basic Principles: </li></ul><ul><li>Business solutions </li></ul><ul><ul><li>Time </li></ul></ul><ul><ul><li>Money </li></ul></ul><ul><ul><li>Risk </li></ul></ul>

112. Business Solutions vs. Iron Triangle <ul><li>Basic Principles: </li></ul><ul><li>Business solutions = Time / $ / Risk </li></ul><ul><li>You are sent to whom you talk like </li></ul><ul><ul><li>Speak commodity, talk to managers </li></ul></ul><ul><ul><li>Speak solutions, talk to executives </li></ul></ul>

113. Business Solutions vs. Iron Triangle <ul><li>Basic Principles: </li></ul><ul><li>Business solutions = Time / $ / Risk </li></ul><ul><li>You are sent to whom you talk like </li></ul><ul><li>Exec sponsorship = Exec problems </li></ul><ul><ul><li>Must have sponsorship </li></ul></ul><ul><ul><li>Without- no speed, traction or decision </li></ul></ul>

114. Business Solutions vs. Iron Triangle <ul><li>Action Items: </li></ul><ul><li>Re-write your value declaration </li></ul><ul><ul><li>Focus on time/money/risk problems </li></ul></ul><ul><ul><li>Write without your product/service words </li></ul></ul>

115. Business Solutions vs. Iron Triangle <ul><li>Action Items: </li></ul><ul><li>Re-write your value declaration </li></ul><ul><li>Analyze your Buyer’s Table </li></ul><ul><ul><li>What business problem do each have? </li></ul></ul><ul><ul><li>What speed can you solve it? </li></ul></ul><ul><ul><li>To what degree can you solve it? </li></ul></ul>

116. Business Solutions vs. Iron Triangle <ul><li>Action Items: </li></ul><ul><li>Re-write your value declaration </li></ul><ul><li>Analyze your Buyer’s Table </li></ul><ul><li>Impact </li></ul><ul><ul><li>What difference does your difference make? </li></ul></ul><ul><ul><li>Can you prove it? </li></ul></ul><ul><ul><li>Can you individualize it? </li></ul></ul>

117. Case Study: You’re Stuck, We’re it…

118. Self Audit: Business Solutions vs. Iron Triangle

119. Self Audit: Iron Triangle Mistakes <ul><li>Have the same presentation materials for all sizes of accounts </li></ul><ul><li>Our website posts a list of our products, services, equipment, capabilities and so on… </li></ul><ul><li>We sell to managers and directors items for which they have a budget line item </li></ul>

120. Self Audit: Business Solutions Best Practices <ul><li>We do not get delegated down from the highest level executive in the sales process </li></ul><ul><li>We have separate materials for presenting to our biggest opportunities </li></ul><ul><li>We present a financial business case as a part of our presentation </li></ul><ul><li>We speak in solution language for time, money and risk when speaking to executives </li></ul>

121. <ul><li>The Big Sale Factory: </li></ul><ul><li>Build Your Own </li></ul>

122. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul>

123. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul>

124. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul><ul><li>Build a step process that measures people, info & time at each step </li></ul>

125. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul><ul><li>Build a step process that measures people, info & time at each step </li></ul><ul><li>Have executive management leading in the hunt </li></ul>

126. The Big Sale Factory: Build Your Own <ul><li>Establish what you want </li></ul><ul><li>Screen the prospects on the way in </li></ul><ul><li>Build a step process that measures people, info & time at each step </li></ul><ul><li>Have executive management in the hunt </li></ul><ul><li>Ruthless on your reviews </li></ul>

127. How do you measure up? <ul><li>< 5 ticks – Congratulations! </li></ul>

128. How do you measure up? <ul><li>< 5 ticks – Congratulations! </li></ul><ul><li>5-10 ticks – Good work, more to do! </li></ul>

129. How do you measure up? <ul><li>< 5 ticks – Congratulations! </li></ul><ul><li>5-10 ticks – Good work, more to do! </li></ul><ul><li>10+ ticks – Need work to get to the next level </li></ul>

130. Hunt Big Sales Upcoming Workshops <ul><li>May 24 th - 25 th in Chicago </li></ul><ul><li>The Big Sale Factory Level 1 </li></ul><ul><li>June 2 nd – 3 rd in St. Louis </li></ul><ul><li>The Big Sale Factory Level 1 </li></ul><ul><li>June in London </li></ul><ul><li>The Big Sale Factory Level 1 </li></ul><ul><li>September in London </li></ul><ul><li>The Big Sale Factory Level 2 </li></ul>

131. Let’s Stay Connected! <ul><li>To obtain slides and a free gift email us at jessie@huntbigsales.com </li></ul><ul><li>To get more info on our upcoming workshops, visit us at www.huntbigsales.com/landingpage </li></ul><ul><li>For free podcasts, blogs and videos visit us at www.huntbigsales.com </li></ul>

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