Growing Despite Economic Uncertainty
Robert BannermanBusiness Development ManagerMicrosoft Pty Ltd
2
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
4
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
7
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
10
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
2
3
4
5
Agenda
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