1. © 2007 CSO Insights Proprietary and Confidential Barry Trailer CSO Insights barry.trailer@csoinsights.com Sales Professional: Oxymoron? WABC Vancouver, BC May 20, 2007

2. © 2007 CSO Insights Proprietary and Confidential Agenda  What “Professional” Means in Your Terms  How You Define “Selling”  Why Prospect  What to Prospect  When to Prospect  How to Prospect

3. © 2007 CSO Insights Proprietary and Confidential CSO Insights  Conduct surveys and publish findings  Produce white papers on timely subjects  Develop and publish case studies  Create custom data slices for peer group comparison  When requested provide solution provider intros  Presentations at conferences and sales meetings

4. © 2007 CSO Insights Proprietary and Confidential Where to Find Us

5. © 2007 CSO Insights Proprietary and Confidential Is This Your Sales Reality?

6. © 2007 CSO Insights Proprietary and Confidential ox·y·mo·ron (noun) a phrase in which two words of contradictory meaning are used together for special effect, examples: “wise fool” or “legal murder”

7. © 2007 CSO Insights Proprietary and Confidential pro·fes·sion·al (adjective) engaged in an occupation as a paid job rather than as a hobby very competent: showing a high degree of skill or competence

8. © 2007 CSO Insights Proprietary and Confidential sell (verb) Make people want to buy something: to increase the sale of or the demand for a particular product

9. © 2007 CSO Insights Proprietary and Confidential Levels of Relationship vendor preferred supplier consultant contributor partner

10. © 2007 CSO Insights Proprietary and Confidential  trust = credibility  access  # of contacts  knowledge of cust’s business  repeat business  referrals  references  total time vendor preferred supplier consultant contributor partner Levels of Relationship

11. © 2007 CSO Insights Proprietary and Confidential  trust = credibility  access  # of contacts  knowledge of cust’s business  repeat business  referrals  references  total time vendor preferred supplier consultant contributor partner  # of competitors  t close  price sensitivity  barriers  significance of any feature or function Levels of Relationship

12. © 2007 CSO Insights Proprietary and Confidential Levels of Value-Add vendor partner consultant preferred supplier have a good product/service understand organizational issues understand customer's industry understand customer's business understand applications/functionality contributor

13. © 2007 CSO Insights Proprietary and Confidential A = P A = P Activity vs. Productivity

14. © 2007 CSO Insights Proprietary and Confidential INPUT = P PROCESS A

15. © 2007 CSO Insights Proprietary and Confidential A x Q = P

16. © 2007 CSO Insights Proprietary and Confidential A x Q = P

17. © 2007 CSO Insights Proprietary and Confidential 1. Prospect Quality -- Cultivating and working on the right Sales Opportunities. 2. Process Quality -- Doing the right Selling & Marketing Actions, with right people, at the right times. 3. Execution Quality -- Doing right Actions well. 4. Reference Quality -- Doing the right Customer Support/Service follow-through well on-going. 5. Metrics Feedback Quality -- Sustaining performance and improvement in 1-4 above. Defining Quality in Sales

18. © 2007 CSO Insights Proprietary and Confidential Prospect Quality MARKETING Prospects SELLING Potential $$$Revenue Referenceable Customers CUSTOMER SUPPORT

19. © 2007 CSO Insights Proprietary and Confidential QUALITY PROSPECT CRITERIA = URGENCY QPC Definition Rating +10.................Legislation mandates this, or be shut down in 30 days +9..................Current equipment and/or budget approval expires w/in 90 days +8..................Viewed by all as strategic; project approved +7.................Current equipment down at least once a month +6.................Budget approved and available +5.................Selection criteria specified +4.................Current equipment down at least once a quarter +3..................Department putting in capital request +2..................Functional specs defined; vendor list assembled +1..................No budget 0................. Decision Maker sees no strategic value Better Prospects

20. © 2007 CSO Insights Proprietary and Confidential Timing & Productivity

21. © 2007 CSO Insights Proprietary and Confidential 1.Build a List with 50 QPC Candidates (emphasis on Q ) 2.Keep Current Research on Top 10 Candidates 3.Have Readied Kits to send out Quickly 4.Reach out to Prospects each time you Close. Steps to Ease the Pain

22. © 2007 CSO Insights Proprietary and Confidential Questions?

23. © 2007 CSO Insights Proprietary and Confidential Good luck & Good selling! www.csoinsights.com barry.trailer@csoinsights.com (415)924-3500