Growing Despite Economic Uncertainty

Robert BannermanBusiness Development ManagerMicrosoft Pty Ltd

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3

A Downturn Brings Increased Pressure

Increased activity

Fewer deals

Longer sales cycles

Increased competition

250 to 2000 staff

Annual IT budget >$100K

Focused on maintenance

Rarely early adopters

2-17 IT staff

Midmarket Fast Facts

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Fundamentals of World Class SellingHAVE A

PLAN

Focus not activityDevelops disciplineGuides behaviorHelps prioritiseAvoids irritation

GET

UNCOMFORTABLE

Increase participation rateNew opportunitiesExisting customersUp-sell and cross-sellStrengthen relationships

THOROUGHLY

QUALIFY

Understand business needsRecognise genuine opportunitiesIt’s okay to qualify out

PLAN

NEGOTIATIONS

Maximise every opportunitySummarise objectivesBATNAIdentify tacticsList concessions

FOCUS SALES

RESOURCES

Task specialisationCreate efficienciesAligned to opportunity sizeCreate more customer-facing time

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Tactical Best Practices

Strengthen relationships

Increase average closes

Choose a positive attitude6

Practice objections

Present savings and security

Apply Resources to BottlenecksDemand

Generation Prospect Qualify Develop Solution Proof Close Deploy Support

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CommonSymptoms

Low customer touchLow share of walletFew referrals

Few active opportunitiesLow call-to-appointment ratioFew active quotations

Low conversionsHigh discountingLong negotiating cycles

Low repeat purchaseLow cross-sell/up-sellContract values lower/ same

UnderlyingBottlenecks

Lack of access to influencersWeak value propositionLack capacity to be proactiveNo account plan

Levers toGrowth

Relationship plansFree up capacity for opportunity identificationCreate alliances to expand solutions and leads

Super A-Mart Standardises Store Systems

Scott Gosling, Microsoft Services Manager

partner

A price list is not a midmarket strategy

Midmarket customers have enterprise needs

Remain patient with channel activation

Give what you can to every existing customer

Checklist of Common Errors

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Preparing for Recovery

1 2 3

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Hug Your StarsCommunicateContinuously

Create a Compelling

Vision

Considerations

Revisit your planFind your bottlenecksLeverage Glass Half Full contentIdentify your stars

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Q&A

Define the midmarket opportunity

Review the basics of World Class Selling

Highlight suggestions for resource allocation

Introduce action items

Q & A

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3

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5

Agenda

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