Impress your Prospects by Staging an Effective Sales

Impress your Prospects by Staging an Effective Sales. Logix Demo Kannan Srinivasan – Pre Sales Manager

Agenda • Preparation • Discovery • Demoing • Tips • Q&A

Prepping • Get working with your team • Know of your prospect’s details (Historic Facts) • If none collect facts about prospect • Email/Tele Call to briefly understand his requirement • Get a sense from above whether prospect requires canned demo/customized demo

Typical Customer Expectations • • • Wants to share information among teams Wants to track Leads Run campaigns Wants to forecast Sales Reduce customer responses with timely resolutions Manage activities of users Same database Access through web & client/server or only web Multi language compliant The above are not needs these are features, get into a discussion with them about their needs.

Typical Customer Replies A. Oh, my needs are exactly what features I am evaluating in a CRM • Prepare yourself for a Canned Sales. Logix demo, follow the standard demo script B. Oh, my needs are the following actually, could you let me know if these could be achievable • Get yourself and your team to discover ü Spend at least an hour with the Prospect’s Management ü Spend time understanding their end user pain points ü Spend time understanding unique things about their business ü Typical things like day in a life of each user by role

Work Towards a Standard Sales. Logix Demo Managing Director Sales Director Marketing Director Support Manager IT Director Sales Representative

Exhibit some Sales. Logix features in your Canned Demo Business Owner/CEO Sales VP • Dashboards • Sales Forecast • Quick ROI • • • Marketing Head Customer Service – VP • Campaigns • Leads • Mail Merge • • Calendar Sales Process & Dashboards Multi Currency Team Structures Sales Library Tickets Contracts Knowledgebase Customer Portal

Business Owner / CEO on Quick ROI § Customer Driven ROI § § Benefit: Increased Sales Representative Selling Time Decrease Sales Manager Admin Time Decrease to Sales Cycle Length Improved Lead Management § Key Inputs § § § § Total number of sales reps Avg. number of deals closed / month / rep Avg. deal size Total hours / week / sales rep % of sales reps activities related to selling Total hours / week / manager % of manager activities related to selling

Work Towards addressing Customized Sales. Logix Demos • Pre Call Planning – Research the prospect’s website – Products or services they sell – Their customers • Follow up Call – Present findings – Find about their business – What is their thought process for the whole evaluation

Work Towards addressing Customized Sales. Logix Demos Contd • Never agree to demo before any of this – – – A brief note on their business Organization structure and operational structure What departments they are keen to automate Is the requirement SFA/CRM? Is the requirement Customer Service/CRM Other things that they feel will play a major role in their CRM Initiative • If they need a basic demo point them to the Sales. Logix Flash demo on Sales. Logix website • Provide a summary note in 1 or 2 days to highlight their pain points which you learned along with a tentative meeting date • The effort for prepping for this may not be a billable activity – Crawl before you walk, walk before you run!

A Good Discovery post your Summary Note • Qualified that they need help and we have the tools available • Uncover real business pain • Identify decision makers, champions, gate keepers and know their roles • Identify Time frames • Agreement for needs analysis • Control the meetings and agendas • An evaluation plan

Example of Good Information • Robert Howell, Group Vice President - Robert is one of the key decision makers • John Horton, VP - John heads up the Sales • Richard Weck, AVP - Richard will be one of the technical people who will be heading up this project • Neal Sanders, BDH - Neal works with the Sales Team as a Business Development Head for one of the product lines and reports into John Horton • Linda Malone, National Director - Linda works with servicing national accounts, she belongs to the customer service team • Greg E. Smith, Marketing - Greg heads the marketing activities for the Group and will be the main point of contact • Kellie Dutton, Market Coordinator – works with Greg for various marketing initiatives

Good Pain Example • We have no deal visibility which leads to poor forecasting. Accuracy is off by 50% or more sometimes (figure what this costs in real $$) • High turnover rate >30%. It costs us $10, 000 and takes 9 months to train someone new (avg 10 new reps per year). • Incorrect Sales Performance records (Budgets vs. Actuals) • No single place for reps to find and share information which causes them to repeat their deal info each time they talk to someone new. • High volumes of customer complains, and low response times • Low visibility on performance of marketing campaigns • Categorization of customers for cross sell and up sell opportunities • Islands of data at various repositories • We are concerned with how we are going to roll out and support this thing (afraid it will be long and painful)

Discover more with Questions like these • • Describe your day What do you spend a lot of non-selling time on How do your forecasts Describe the sales process What are your top 3 -4 pains that you wish would go away How much turnover do you have? How long to train someone and how long before they are productive? Describe the types of information you need to work manage effectively

Demonstration

Presentation or Demo Objectives • Write them down • Hit them all • Focus on pain and need • Don’t show features because YOU like it • Prove the solution • Remember, you are trying to PERSUADE!

Incorporate the following in your Demo • • • • Your prospect’s products and services Your prospects business Their products How they sell Add their Letter templates Add their Email Templates Using the Sales. Logix Template Manager Add some of their standard competitors Add their Proposal templates Add their Sales Processes Add their Logos Use Colors Set their Organization Structure Build the new Mainview entities that support vertical application using Sales. Logix Architect • Create a Single custom Sales. Logix crystal report which was one of the prospect’s pain points

Demo Build • Building the new entities to support vertical app using Sales. Logix Architect or Visual Studio. NET. • Test the screens – Add, Update, Search and List – Check Hyperlinks work • Test the Reports that you have built with data • Test the standard features that are supposed to work like Advanced Outlook Integration, Report Previews • Stop processes of your system that might slow down Sales. Logix or the database (Microsoft SQL Server)

Code Reuse • As a Sales. Logix Consultant you could reuse the customizations between different databases for the Proof of Concept that the prospect is seeking. • Present case studies that have screen shots of Sales. Logix relevant to the prospect’s vertical

Data Model • Account may have many opportunities • Opportunity may have many Proposals • Projects may have many Proposals • Opportunity can be associated to a Project • Projects can have multiple stages • Stages could have many activities • Contacts could be associated to multiple projects Contact Account Opportunity Project Stage Proposal Activity

Interest • Focus on how specific features will solve specific pain • Include the ooh’s and aah ’s • In general, people like hearing about themselves, so tell them what Sales. Logix can do for them. • Describe the benefits - not the features. Tell them something they don't know, ask a question, or quote a customer. • For optimal presentations, scale down – Remove nav and toolbar buttons – Hide tabs in detail and list views – Slim down app as much as possible

Demo Do ‘s and Don’t • Do’s – – – Build your solution around the case (s) Focus the demonstration on the pain points Focus on each case individually Quantify the savings for each pain point Show you can improve and standardize process flow Set a flow for your presentation and stick to it • Don’ts – DON’T DEMO CRM – Don’t get caught in showing what you like about CRM – Don’t stray from the main points

Involve your team in the Selling cycle • Involve your Sales. Logix consultant in your Demonstration meeting • Involve your Sales. Logix Project Manager/Delivery Head in this meeting • Lastly identify the best man from the above two in your team to handle queries (Functional and Technical

Questions ?