Transcript Obtaining the resources you need in order to succeed.

Obtaining the resources you
need in order to succeed.
Presented by
Bob Sanders, Partner
What resources do you need?
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Best product
Lowest price
Technical assistance
Market intelligence
Leads
Product training
Sales training
What resource is most critical?
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Best product
Lowest price
Technical assistance
Market intelligence
Leads
Product training
Sales training
What resource is most critical?
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Best product
Lowest price
Technical assistance
Market intelligence
Leads
Product training
Sales training
What resource is most critical?
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Best product
Lowest price
Technical assistance
Market intelligence
Leads
Product training
Sales training
What resource is most critical?
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Best product
Lowest price
Technical assistance
Market intelligence
Leads
Product training
Sales training
What resource is most critical?
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Best product
Lowest price
Technical assistance
Market intelligence
Leads
Product training!
Sales training!
What resources do you need?
The primary role of any
business partner is to
help the other partner
make more money.
How can you make more money?
ACTIVITY X PROFICIENCY = SALES
New Opportunities
New Proposals
Environment
Proposal Ratio
Closing Ratio
Average Sale Value
Selling Behavior
Capacity
Commitment
Skill
Knowledge
Who wouldn’t like a bigger, better
funnel that produces more sales?
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What resources do you need?
Effective training is
the key to funnel
quantity and quality.
What resources do you need?
What is effective
training?
Effective Training
Businesses only buy
products and services
that solve problems
which impact their
P-I-E-R-S.
Effective Training
P
I
E
R
S
roductivity/efficiency
mage
xpenses
evenue
afety, security, stability
Effective Training
The most powerful
solution is the one that
has the greatest
impact on P-I-E-R-S.
Effective Training
 Defines problems we can solve and their
impact on PIERS.
 Helps us identify businesses who have
these problems.
 Supports development of differentiating
criteria.
 Allows us to present solutions in the most
compelling manner possible.
 Shrinks gaps in both skill and knowledge.
Effective Training
Answers these questions:
1. What does this feature do?
2. What would life be like without this?
3. How does this situation negatively
impact PIERS?
4. What characteristics would cause an
organization to have this problem?
5. Who in the organization is likely to feel
the pain?
What resource is most critical?
Demand that your partners
provide you with the skill and
knowledge to identify more
opportunities, develop clearer
differentiating criteria, deliver
powerful presentations and you
will both make more money.