Sell Faster & Sell More by Selling Value

Sell Faster & Sell Moreby Selling Value

Presented by:

Steve WeissmanExecutive Director

Holly Group617-383-4655

sweissman@hollygroup.com • steveweissman • steveweissman

About Your Instructor

· Steve Weissman» User Adviser, Strategy Consultant, and Industry Analyst for

20+ Years» Expert in Strategies and Best Practices for Successful Sales

and Implementation» Certified Instructor for AIIM ECMm, BPMp Certificate Courses» President of the New England Chapter of AIIM» Director of Education / National Board Member, BFMA» Executive Director, Holly Group

• Strategy consulting, change management, and software industry analysis to help people work better and work better together

Why Are We Here?

· Because Information Technology Today is as Commodity as it Gets» Some products work better than others, but they all do pretty

much the same thing, and they all work pretty well.

· Because Concerns Over Cost Obscure the Business Improvements Customers Seek» Fixation on ROI and TCO overshadow the governance,

compliance, and process enhancements on which their success – and your reputation – will be judged.

Why Are We Here?

· Because You Lose, Twice» It takes so long for customers to haggle over internal budgets

that your sales cycle stretches out or flatlines altogether.» Customers never seem to get around to asking about your

expertise and the other capabilities you can provide to solve their particular problem(s).

Congratulations!

· You Have Been Commoditized, Too

What Can You Do About It?

· Sell Value» Not software» Not hardware (please!)» Not even services

· Solve Problems» Make your customer a hero … and become one yourself

· Make Money!» Forget cost-based pricing … charge for the value provided» Ask: “What’s it worth to you to get rid of that pain?”

What is “Value”?

· “Relative Worth, Utility, or Importance”¹» This doesn’t say anything about cost!» Further measurable in terms of time, effort, and strategy» Often lost in the day-to-day

¹ Merriam-Webster

Value: It’s What’s for Dinner

· You May Be Implementing for Reasons of Cost or Compliance» To accommodate new budgets or to satisfy the legal

department

· But Your Success Will Be Measured in Terms of Value» To justify the time, money, and human resources spent

department

· But Your Success Will Be Measured in Terms of Value» To justify the time, money, and human resources spent» In terms of:

• Achieving rapid return on investment / low cost of ownership• Ongoing ability to improve business processes• Ongoing ability to improve collaboration

department

· But Your Success Will Be Measured in Terms of Value» To justify the time, money, and human resources spent» In terms of:

• Achieving rapid return on investment / low cost of ownership• Ongoing ability to improve business processes• Ongoing ability to improve collaboration

So people can work better and work better together™

Introducing MaxTV®

· Methodology for Deriving Maximum Total Value» More than just raw dollars and cents» Optimizes value on an ongoing basis» Business-based / organizationally strategic » Redefines your customer conversations

Introducing MaxTV®

· Origins» Devised in 1998» Developed from original research into acquiring, deploying,

and utilizing enterprise information systems» Extracts and combines elements of preexisting proven best-

practices

Introducing MaxTV®

· Philosophy in Two Parts» The Triad … supporting the business case» The Quadruple Helix … supporting the technology decision

Medium

Format

Context

The MaxTV® Triad

· Economics» Return on Investment

• Tends to focus on a single point in time (payback) despite solution lifespans measured in years

» Total Cost of Ownership• Suggests spending is finite

when expenses are incurred each and every year of service

The MaxTV® Triad

· Economics· Process Change

» Greater efficiency, effectiveness• e.g., boosts employee morale and customer satisfaction

» Opportunities to realize non-obvious savings• e.g., improved employee retention, early payment discounts

The MaxTV® Triad

· Economics· Process Change· Collaboration

» Less duplication of effort• Saves time, frustration

» Better quality• Facilitates review, validation, correction• Reduces risk

The MaxTV® Triad

All three elements must be minded and measured over time in order to maximize value!

The MaxTV® Triad

… as must the supporting technology

All three elements must be minded and measured over time in order to maximize value!

The MaxTV® Quadruple Helix

· Four interconnected strands to be managed and optimized

Medium

Format

Context

· Missing or poor data? No utility.

· Missing or wrong context? Not meaningful.

Context

· Mismatched formats? Not shareable.

Format

Context

· Mismatched formats? Not shareable.

· Improper medium?Not receivable.

Medium

Format

Context

· Decisions regarding one strandaffect all the others.

Medium

Format

Context

· Decisions regarding one strandaffect all the others.

All four strands thus must be continually well orchestrated in order to maximize value!

Medium

Format

Context

Why Value Isn’t Maximized

Central to justification discussions but irrelevant to implementation success

Irrelevant to justification discussions but central to implementation success

Medium

Format

Context

· Incomplete or absent tagging means data cannot be found

Medium

Format

Context

· Incomplete or absent tagging means data cannot be found· Poor rules/roles integration means context cannot be determined

and supported

Medium

Format

Context

and supported

· Incomplete or absent thinking about content delivery means mismatched format and medium

Medium

Format

and supported

These issues – and more – are largely avoidable with proper planning up front!

and supported

But the work is hard, and often unappreciated, so it too often is left undone.

and supported

But the work is hard, and often unappreciated, so it too often is left undone.

This is your golden opportunity!

Under the MaxTV® Umbrella

Learning & Knowledge educationsharingcollaboration

Engagement customer satisfactionemployee empowermentpartner inclusion

Economics ($) Collaboration (D)

Innovationprocess reengineeringsystem rearchitecting

Costsprocurementimplementationdeployment

maintenanceutilizationtraining

Investmentcapitallaborsupport

Returnproductivityprofitproductivity

Process Change (p)

Improvement peoplecultureprocess

Maximum Total Value

Options to Make it Happen

· Sales Support» ‘Sounding board’ resources

· Customer ‘Prep’» Prospect education

· Services Extension» Customer consulting

· MaxTV® Licensing and Training» So you can ‘fish’ on your own

Steve Weissman, Executive Directorsweissman@hollygroup.com

617-383-4655

Twitter: steveweissmanLinkedIn: in/steveweissman

Fresh observations and opinions only on Weissman’s World! Visit blog.hollygroup.com

Thank You!

· Please contact me for any questions, comments, or additional information

Sell Faster & Sell More by Selling Value

Technology

ONLINE SELLING: Why Sell in your Own Website?

Sell Smarter and Sell Faster - Gabriel Sales...Sell Smarter and Sell Faster 12 Best Practices and Tactics You Can Start to Implement Today to Increase Your Revenue and Pipe Velocity

Promote, Market & Sell Online... Without Selling Your Soul

Faster Follow - follower selling store

How to Sell Your House Faster

5 Ways Influencers Help You Sell (Social Selling)

Selling Made Simple - rainmakersgroup.ca...SELLING MADE SIMPLE PAGE 1 OF 2 (Soon to be available ONLINE) . techniques and approaches to delve deeper, sell better and achieve faster

GO BEYOND TRADITIONAL SELLING SELL SMARTER, ACT …€¦ · GO BEYOND TRADITIONAL SELLING SELL SMARTER, ACT FASTER. BE RELEVANT EVERYWHERE Jennifer Mouradian Solution Advisor Customer

Selling LAP 117 Performance Indicator: SE:017 Sell Awayetonmarketing.weebly.com/.../_2.01a_sell_away_-_student.pdfto sell you something extra. Selling is an extremely important part

How to Sell More Using Behavioral Selling

Consultative Selling: How to Sell your Services

Sell Faster With Bravo Platforms

Sell more, grow faster, close anywhere

Learn To Sell Homes Faster - webianr

Sell Without Selling

SAP CPQ Brochure-v2 - Sundae Solutions · integration capabilities, SAP CPQ helps enable more selling power all in one place. Sell Faster with Intuitive Guided Selling. their salespeople,

Sell Cars Faster with a TrueFrame Inspection

Sell ~ Business Ads Selling Business Ads Maximize your selling potential!

21 great ways to sell more, faster

THINGS TO CONSIDER WHEN SELLING YOUR HOUSE · SELLING YOUR HOUSE EDITION FALL 2019. WHAT YOU NEED TO KNOW BEFORE YOU SELL 17 Tips to Sell Your Home Faster 6 dZ ]+ v z Dl (} ^ oo