Businesses of all sizes want to see sales steadily growing and the foundation for sales success is in teamwork. The organizational culture needed to achieve sales success does flow from the CEO down and staff need the right tools and effective coaching. Read more at https://www.gregtwemlow.co/

1. Focus on Teamwork
for Sales Success

2. WHY ?
• WE have to achieve budgets
• WE have to work at it to be effective
• WE have to continually hone our
technical & customer skills
• WE all have a role to play if we are
going to kick a few goals

3. Sales is a Team Thing
Everyone in Your Company Helps Customers Decide to Buy

4. The Sales Process
• 10% Suspect
• 20% Prospect
• 30% Created Interest
• 40% Preparing Offer/Bid
• 50% Proposal/Bid Submitted
• 60% Shortlisted
• 70% Selected
• 80% Contract Issued
• 90% Contract Signed
• 100% Ready for Delivery

5. ...... Involves ALL Staff
• 10% Suspect
• 20% Prospect
• 30% Created Interest
• 40% Preparing Offer/Bid
• 50% Proposal/Bid Submitted
• 60% Shortlisted
• 70% Selected
• 80% Contract Issued
• 90% Contract Signed
• 100% Ready for Delivery
and so often sales success is due to
lots of small things being done
really well by the whole team.

6. Sales Process In 3 Phases
Part 1:a. Suspect
b. Prospect
c. Created
Interest
Part 2:a. Prepare Proposal
b. Submit Proposal
c. Shortlisted
d. Selected
Delivery
Part 3:a. Contract Issued
b. Contract Signed
c. Ready for
Delivery

7. The Goals in Each Phase
Part 1:a. Suspect
b. Prospect
c. Created
Interest
Establish
Rapport
Part 2:a. Prepare Proposal
b. Submit Proposal
c. Shortlisted
d. Selected
Part 3:a. Contract Issued
b. Contract Signed
c. Ready for
Delivery

8. The Goals in Each Phase
Part 1:a. Suspect
b. Prospect
c. Created
Interest
Establish
Rapport
Part 2:a. Prepare Proposal
b. Submit Proposal
c. Shortlisted
d. Selected
Establish
Trust
Part 3:a. Contract Issued
b. Contract Signed
c. Ready for
Delivery

9. The Goals in Each Phase
Part 1:a. Suspect
b. Prospect
c. Created
Interest
Establish
Rapport
Part 2:a. Prepare Proposal
b. Submit Proposal
c. Shortlisted
d. Selected
Establish
Trust
Part 3:a. Contract Issued
b. Contract Signed
c. Ready for
Delivery
Establish
Confidence

10. The Behaviors in Each Phase
Part 1:a. Suspect
b. Prospect
c. Created
Interest
Establish
Rapport
• Listen
• Understand
• Empathise
• ID Needs & Wants
Part 2:a. Prepare Proposal
b. Submit Proposal
c. Shortlisted
d. Selected
Establish
Trust
Part 3:a. Contract Issued
b. Contract Signed
c. Ready for
Delivery
Establish
Confidence

11. The Behaviors in Each Phase
Part 1:a. Suspect
b. Prospect
c. Created
Interest
Establish
Rapport
• Listen
• Understand
• Empathise
• ID Needs & Wants
Part 2:a. Prepare Proposal
b. Submit Proposal
c. Shortlisted
d. Selected
Establish
Trust
• Demonstrate Skills
• Feedback Loop
• Follow Through
• Responsive
Part 3:a. Contract Issued
b. Contract Signed
c. Ready for
Delivery
Establish
Confidence

12. The Behaviors in Each Phase
Part 1:a. Suspect
b. Prospect
c. Created
Interest
Establish
Rapport
• Listen
• Understand
• Empathise
• ID Needs & Wants
Part 2:a. Prepare Proposal
b. Submit Proposal
c. Shortlisted
d. Selected
Part 3:a. Contract Issued
b. Contract Signed
c. Ready for
Delivery
Establish
Trust
Establish
Confidence
• Demonstrate Skills
• Feedback Loop
• Follow Through
• Responsive
• Commercial Acumen
• Negotiate Win-Win
• Smooth Admin
• Prove Competencies

13. Important Steps in the
Sales Process
• Create awareness
• Capture initial interest
• Enable self-registration of a prospects details
• Collect prospect bio information
• Collect prospect's company bio information
• Why will they make a buying decision ?
• Understand the prospect's financial status

14. Important Steps in the
Sales Process
• Where is the PAIN ?
• What is the COMPELLING event ?
• What is the buyers WIN ?
• Who has which role - Decision Maker Approver,
Blocker, Influencer, Recommender, Champion,
Enemy
• What is our sales strategy ?
• Dealing with or neutralizing Competitor behavior
• When to utilize our company BIG guns ?
• When to spread the FUD (Fear Uncertainty
Doubt) ?

15. Other Important Aspects
of the Sales Process
• Where is the PAIN ?
• What is the COMPELLING event ?
• Decision Maker - has the Pain
• Approver - has to approve financials
• What is the buyers WIN ?
• Who has which role - Decision Maker
Approver, Blocker, Influencer,
Recommender, Champion, Enemy
• Recommender - has domain knowledge
• Champion - like Gold
• What is our sales strategy ?
• Blocker - doesn't want the project
• Dealing with or neutralizing Competitor
behavior
• Enemy - doesn't want SV
• When to utilize our company BIG guns ?
• When to spread the FUD ?
• Influencer - can influence other players
• Unclassified - we don't know

16. So, how are you going to keep track of, document
and easily share, all the myriad details of all your
customers and every sales process ?

17. If you don't have one then get one implemented.
If you do have one and it isn't being used then find
out why and fix the issues.
Every single company on the planet needs to be
using CRM.

18. There's a good reason why the CRM industry is going
gangbusters

19. "A durable, profitable CRM value proposition leads to
greater ability to:
• Serve customers more intelligently and more
profitably
• Eliminate organizational barriers
• Enhance productivity
• Increase sales
Companies that reap the most rewards from CRM
coordinate their efforts in a way that considers the
needs,objectives and profit potential of each
relationship and provides value accordingly."
IBM's CRM done right: executive handbook for realizing the value of CRM

20. CRM is clearly an enabler. However, using a CRM
doesn't automatically increase sales by n%.
CRM is a platform to better service customers and
manage the pipeline of opportunities. CRM helps
management ensure the company is:
• responsive
• sensitive
• reliable
• proactive
• smart

21. Microsoft Outlook is NOT a CRM.

22. Complex to implement and to use.

23. Complex and expensive.

24. Good example of an easy-to-use and functional
CRM.
P.S. I use Capsule as an example only. There are
many choices of CRM so do your homework and
pick one that will be embraced by your team.

25. The right CRM facilitates a
teamwork approach to sales.

26. CAPSULE facilitates a teamwork approach to sales.
CAPSULE also facilitates a level of customization
and integration with other Cloud Apps.

27. CAPSULE facilitates a teamwork approach to sales.
CAPSULE also facilitates a level of customization
and integration with other Cloud Apps.
CAPSULE facilitates staff accountability because
management has a transparent view of customer
interactions and sales opportunities.

28. You have made a great start .
You now know enough to appreciate the potential.
Focus and effort is needed to integrate your
preferred CRM into your company work practices.

29. Now ask your staff for their commitment to the
objectives of improved service and increased sales.
The CRM is one aspect, the other is awareness of
the role we all play to get the ball through the posts.

30. It is just an awesome feeling when teamwork pays off.

31. After All That Effort, What's
Next ?

32. You Have Earned the Right to
Ask Your Customer for More Work
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