Our Experience 26 years sales experience 22 years in behavioral healthcare industry Masters-level licensed therapist Senior-level positions with major healthcare corporations Top sales professional/team in all positions held

Questions to Help You Identify Your Goals Do you want to become something different then what you already are? If so what does that entail? What product is the most profitable for your organization? Does your current sales strategy bring the greatest ROI? What industry has the greatest need for your services? Do you generate as much business from each customer as you want? Does the organization structures that are currently in place maximize efficiencies? What percentage of the market does your competition own? Do you really know what your customers want? What is your claim to fame? Does anyone know it? What role do we each play in this change process?

Sales Culture Selling is no longer a function within the company, but THE function of the company

EAP Mindset Shifts Managing Activity  Managing Results Little/No Financial Analysis  Knowledge of Financial Parameters Lack of Strategy  Strategic Sales Process Poor/No Customer Data  Customer Database Inconsistent Sales Reporting  Sales Pipeline Sales Reps  Sales Professionals Sales Managers  Sales Coaches

Quick Tips for Success Identify your Ideal Customer Determine your target industry Review target markets Name your target customers Plan your marketing, sales, proposals, and lead generation around your Ideal Customer

The Strategic Targeting Process

Strategic Business Functions Product Development Lead Generation Sales Marketing Proposal Account Management/ Customer Service Underwriting

Tools That Back Up Your Philosophy Departmental methodologies in place Knowledge (Industry, Company, Job, Product, Territory) Clear story Hardware Sales goals and target markets established Database/tracking system Leads Quarterly “Hit” list identified Templates (intro. ltr/ , thank you ltr/ , “Hit” list ltr/ , etc.) Customer profile sheet Call questionnaire “Proof” sources Demo PowerPoint presentation Collaterals/sell sheets Product checklist Proposal checklist or guide for generation Proposal with pricing Contract Sales notification form Reports (weekly, monthly, quarterly)

Get the Word Out Direct mail Telemarketing Networking Trade shows Industry news Advertising Press releases News coverage Public speaking Face-to-face selling Customer service Website Community service Produce and distribute an educational CD/DVD/video

Sales Tool Kit Business cards Elevator speech Sell sheets Powerful presentations Proof sources Client list Product demonstration Newsletters Standard proposals Templates for letters and s Contract

C Sales Transaction $ Individual Efforts

C Sales Culture Advertising Trade Shows Current Clients Coordinated Sales Efforts Consultants $ $ $ $ $ $ $ $ $ Distribution Partners Website Direct Mail Sales Efforts Press Releases Industry News

Consultants vs Brokers Consultant is an independent agent who usually works fee-for- service. Brokers usually get paid upfront and get a percentage of the sale from both the client and the vendor. Both health and welfare consultants or brokers assist organizations in locating health benefits.

Big 6 Consulting Firms Hewitt Associates (Lincolnshire, IL) Marsh & McLennan (New York, NY) Mercer, Inc. (New York, NY) PricewaterhouseCoopers (New York, NY) Towers Perrin (Stamford, CT) Watson Wyatt Worldwide (Vancouver, BC)

Process Send out Request for Proposal (RFP) Complete score sheet Interview 3 to 5 Conduct finalist presentations with top 3 Notify you with win or lose

Consultant/Broker Needs Want to look good to the client Want easy and familiar process Best bargain for the client Quality and expertise Experience with large healthcare organizations Little to no complaints Quick response One point of contact Want financial and personal rewards

Ask Yourself Should we work with Consultants/Brokers? 1.Does your ideal customer group commonly use brokers/consultants? 2.Do you have currently have relationships with the brokers? 3.Do you have the specific names of consultants that work with your targeted customers?

Identifying Consultants & Brokers Purchase consultant/ broker list Begin proposal tracking process. Review history of proposals Call both national and local firms and obtain names Ask colleagues and networking resources for names

Getting Their Attention Trade shows Offer them trends and industry news Assist them in improving RFP and RFI system and/or spreadsheet Offer tickets Buy lunches Determine percentage of sales

Questions

Just imagine what we are accomplishing together… Improved organizational sales process Developed sales culture to support organizational goals Effective sales professionals Stronger sales pipeline Shorter sales cycles Increased proposal activity Faster revenue growth Better competitive positioning