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Preparing sales to sell a new solution
1. Preparing Sales to Sell a New
Solution
An ISA Marketing & Sales Community Webinar
January 31, 2012
Presented By:
Matt Leary, Principal
Solutions Insights, Inc.
with
Dr. Peter Martin
Vice President
Invensys Operations Management
2. International Society of Automation
2
Setting the global standard in automation
Books,
Transactions,
Magazines, Blogs
Provide Education
And Training
Technical Conferences
And Symposia
30,000
members
globally
Create and Set
Standards
3. 3
Theme: Innovation in Automation
• September 11-13, 2013, The W Hotel, New Orleans, LA
Pre-conference workshops: $195
Two day conference registration: $445 member/$595 non-member
Early bird registration available until June 1st
• New in 2013:
— Social media: Special “no distractions” track
— Unconference: Working group discussions on hot topics selected by attendees at
the beginning of the conference
• Who attends: Marketing, Biz Dev, Sales, Product Managers, Business
Owners
• Why Attend?
— Learn new strategies and tactics that can be put to use right away
— Collaborate and network with peers in the industry
— Insider look at local manufacturing operation during group tour
8th Annual ISA Marketing & Sales Summit
http://marketingsalessummit.com
19. Different Buyers – Different Imperatives
Executive
Client
(profitability)
Technical Portfolio
Products
Technical
Client
(technology, risk, cost)
Measurable Business Value
Improvement Solution
Operational Excellence
Solutions
Technological Advantage,
Low Price
Enterprise
Control
System
RFQ (solution)
20. What we have learned
• Measure of value must align to accounting
• KPIs are not well accepted by accounting
• Must be auditable for validity
• Business solution selling requires consultative approach
• Executive level relationship development
• Consulting - identify, design and value solutions
• Difficult for a single sales person to perform in both roles
• Organizational behavior is difficult to overcome
• Business value solutions – Corporate and Divisional Executives
• Products/projects - Technologists