A Blueprint for Selling in Tough Economic Times

A Blueprint for Selling in Tough Economic Times

Bruce RasmussenNeal Cross

• Is selling any harder?

• IDC research - 2009• Blueprint for selling

in tough times• Selling by provoking• Provocative case

studies

FIELD SERVICE RESOURCES

MARKETING

SALES PEOPLE

SALES MANAGERS

CUSTOMERS

ACT NOW ACT SOON REAP

ASSESS INDIVIDUALS RETAIN

JETTISON REDUCED COSTFOCUS on

PERFORMERS

SHORT TERM STIMULATION

SHORT TERM SUPPORT RESULTS

ASSESS INDIVIDUALS RETAIN

JETTISON

COACH to COACH

PLUG theGAP

REDUCED COST BETTER ASSIST PERFORMERS

MENTOR RESULTS

ASSESS for PROFITABILITY RETAIN

JETTISON

APPROACH toREMOVE PROBLEMS

REDUCE/REALLOCATE RESOURCES

IMPROVE EFFICIENCIES BETTER SUPPORT RETAINED

CUSTOMERS

SATISFY RESULTS

ASSESS CURRENT

INITIATIVES

RETAIN

JETTISON

PROMOTE SOLUTIONS for

CUSTOMER SUCCESS

MOTIVATE & TRAINto

SPOT OPPORTUNITIES

IDENTIFY, QUALIFY & PASS ON

OPPORTUNITIESSALES BLUEPRINT

FORTOUGH ECONOMIC

TIMES

Progression in sales methodology

SOLUTIONSELLING

HYPOTHESISSELLING

PROVOCATIVESELLING

Address acknowledged

pain point

Question to identify needs

Within existing budget

Address unacknowledged

angst

Hypothesise to provoke response

Create new budget

Provocative Selling

Neal CrossPlatform Innovation LeadMicrosoft Australia

IAG Insurance – the buzz insurance

Financial Performance

Compete

Re-Org

Motor Insurance Homeinsurance

Business Insurance Direct +

Broker DeliveredIAG

Credibility

Relationship

Industry

Passion + Vision

Clear VisionThink like a consumerMonetization

BT Financial Group

Customer Perception

Too hard Microsoft not ready Costly

Provoking

High Risk

Clear strategy Proof

BT Financial Group

And we liked the look of Microsoft’s strategic roadmap. The roadmap was an important consideration for us. We need to work with a company that will be continuously innovating.”

Bruce Rasmussenv-brucer@microsoft.com

+61 414 878 714

Neal Crossnealc@microsoft.com

+61 438 235 785