1. Today’s Technology for Winning Sales Presentations and Proposals Kym Harrington

2. Sales Process Sales Process is like a Recipe, tells you step by step what you need to do to get a certain outcome - Target the Right Prospects - Direction how to Qualify Prospects - Provide steps to help uncover your clients needs and requirements - Provide Evidence - Propose and Close

3. Sales Methodology ■ Sales Methodology Icing on the cake Bolt the Methodology to Process - SPIN Selling - SNAP Selling - Customer Centric Selling

4. Customer Buy Cycle Awareness Phase Growing awareness of problem, need or goal Exploration of possibilities Web Search, LinkedIn, Twitter, word of mouth short list based on research and ease of process Understand Alternatives Status Quo Internal Changes Outside Involvement Evaluate vendors Sales Process Qualify —Determine the CBI Develop —Verify the CBI —Create the Vision Evaluate Present Close 4

5. Why Selling Not Changing is a Problem! ■ Marketing & Selling Costs are growing faster than Revenue ■ Less than 50% of Sales Reps are making their annual Quota ■ 75% of new products launches fail to meet initial expectation 5

6. Introduction Call ■ Engage in Conversation Plan questions ahead of time Make them provocative so your client has to think ■ Focus on Challenges Not your product or services ■ Suggest Next Steps Meeting to discuss in greater detail Get other key decision makers involved in the next call Share Outcomes

7. Technology ■ LinkedIn, OneSource, Zoom Info, Twitter Gain an understanding of the Organization Research your contact Understand their industry trends Follow them

8. Qualification Call ■ Understand current situation ■ Impact to the business ■ What is their vision of better ■ Why now? ■ Who cares? ■ What happens if they do nothing? ■ Understand your Audience - CEO - VP Sales - CFO ■ Next step proof meeting

9. Technology ■ Conference Call Services Instant Conference Rondee Free Conference Free Conference Call Skype

10. Evidence ■ Align your solution to their problem, need and goal ■ Show them what better looks like ■ Online demo or face to face meeting

11. Online Meeting Technology ■ Join.me 10 ppl Free ■ Join.me Pro 250 ppl $19 month ■ Infinite 1000 ppl $35 month ■ Vyew (Ad support) 10 ppl Free ■ WebEx 25 ppl$49 month ■ Go To Meeting 25 ppl$49 month ■ Click Meeting 80 ppl$30 month ■ Google+Hangouts

12. Best Practices for Online Meetings ■ Arrive 10 minutes early ■ First 7 minutes is the most important ■ Reduce Corporate Overview to one slide ■ Turn call into a discovery session or reconfirm their CBI’s, needs and goals. ■ Replace product overview to case studies slides ■ Hand control to audience

13. Onsite Meetings Best Practices ■ Confirm who will be attending. Will all stakeholders and decision makers be in attendance? Should others be invited to attend? ■ Equipment Access to internet Do you need a projector ■ Leave Behinds Handouts that address their current situation, how your organization or solution will help them solve their problem.

14. Presentation Technology ■ Powerpoint Slides ■ Brain Shark ■ Go Animate ■ SlideRocket ■ Prezi

15. Winning Proposals ■ Best in Class Proposal: - Cover Letter - Cover Page - TOC - Executive Summary - Current Situation - Understanding of their Goals - Clearly align your solution with their goals, needs - Pricing - About your Company - Contract

16. Example of Proposal

17. Proposal Review ■ Proposal Review Never throw a proposal over the fence and expect to close a deal Online Meeting to review elements of proposal and discuss the outlined pricing Address concerns Approval process

18. Proposal Technology ■ Qvidian Proposal Automation Quickly create persuasive proposals ■ Sales Element Reduces the time to write, edit and format proposals ■ Paperless Proposals Deliver electronic proposals Built in tracking and reporting

19. Contracts ■ Docusign Track the entire sign off process

20. Q&A Kym Harrington kharrington@salesedgellc.com SalesEdge LLC 888.577.7382 ext. 728