2. Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner

3. What resources do you need?  Best product  Lowest price  Technical assistance  Market intelligence  Leads  Product training  Sales training

4. What resource is most critical?  Best product  Lowest price  Technical assistance  Market intelligence  Leads  Product training  Sales training

5. What resource is most critical?  Best product  Lowest price  Technical assistance  Market intelligence  Leads  Product training  Sales training

6. What resource is most critical?  Best product  Lowest price  Technical assistance  Market intelligence  Leads  Product training  Sales training

7. What resource is most critical?  Best product  Lowest price  Technical assistance  Market intelligence  Leads  Product training  Sales training

8. What resource is most critical?  Best product  Lowest price  Technical assistance  Market intelligence  Leads  Product training!  Sales training!

9. What resources do you need? The primary role of any business partner is to help the other partner make more money.

10. ACTIVITY X PROFICIENCY = SALES New Opportunities New Proposals Proposal Ratio Closing Ratio Average Sale Value EnvironmentSelling Behavior Capacity Commitment Skill Knowledge How can you make more money?

11. Who wouldn’t like a bigger, better funnel that produces more sales? $ $ $ $

12. What resources do you need? Effective training is the key to funnel quantity and quality.

13. What resources do you need? What is effective training?

14. Effective Training Businesses only buy products and services that solve problems which impact their P-I-E-R-S.

15. Effective Training PIERSPIERS roductivity/efficiency mage xpenses evenue afety, security, stability

16. Effective Training The most powerful solution is the one that has the greatest impact on P-I-E-R-S.

17.  Defines problems we can solve and their impact on PIERS.  Helps us identify businesses who have these problems.  Supports development of differentiating criteria.  Allows us to present solutions in the most compelling manner possible.  Shrinks gaps in both skill and knowledge. Effective Training

18. Answers these questions: 1.What does this feature do? 2.What would life be like without this? 3.How does this situation negatively impact PIERS? 4.What characteristics would cause an organization to have this problem? 5.Who in the organization is likely to feel the pain? Effective Training

19. Demand that your partners provide you with the skill and knowledge to identify more opportunities, develop clearer differentiating criteria, deliver powerful presentations and you will both make more money. What resource is most critical?