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Re-engergizing Sales, Have requested Micheal Dell, if not him one of the…
Re-engergizing Sales
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What do Today / Survive
What phase are you in
Phase 2
Identify the early adopter companies, use cases, and buyers
from innovations to address new problems
Look to megatends for solution space
Focus on existing customers first
leverage agreements, relationships
Industry knowledge
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Teach the prospects about market
Competitors, industries
Innovations
News
Help solve problems.
Use Challenger Sale
Teach customer about new problem (reframe)
Sales types (relationship fails)
Create Cognitive Dissonance
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Many pre crisis customers and buyers (personas)
not there or aren't in power
Often finance in control of spending
Stronger companies (balance sheet, market position)
continue business.
Most hold major purchases until have sense of market
Those that remain
Same customer different Persona, Group, or Problem
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Identifying what companies will use
and where opportunities are will follow
Major Market Changes
What's next?
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Interview with SiteZeus
Board meeting
Strategy Discussion
Implications for COO (cash, product direction, ...)
Implications for Sales and Marketing
Q: Think back to board meeting in March
What was discussion and recommendations
Why did you choose what you did?
How did you come to decisions?
Built scenarios on cash
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Interview with Amy Radin Author 2019 Best Business Book (Soundview Summaries). She will adapt her Seek, Seed, Scale Innovataion model to what we are saying in this Module. https://www.amyradin.com/
Have requested Micheal Dell, if not him one of the other execs. Their commercials currently demonstrate the sensitivity of matching messaging to where people and companies are.
Implications for employee
I work for company what do I do as employee #
