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Sales Tips From Jonathan London

12 Tips to Sell Larger Deals with Customer Coaches

Posted on Wed, Sep 11, 2013

coach resized 600

In a recent workshop we were talking about some of the differences between a small and large sale and an enterprise sale. One of the most obvious differences is the length of time it takes. This has become even more so in today’s economy.

One of the other major differences is that salespeople have to develop relations and coaches. Since much of selling is happening on the phone today, you may not have the chance to build the relations and coaches you need.

So let’s define what a coach is; he or she wants you to win the business and will tell you things or give you indications about what you have to do to win a deal. Some of the indications that a person could be a coach are:

  1. the person is responsive to you
  2. they have a behavior style who likes to be heard and talk
  3. they tell you things without you asking
  4. there is good chemistry

So:

  1. don't only focus on a great technical solution
  2. don't only focus on a sellable price
  3. don't just focus on value and relations
  4. don't just focus on being responsive

Make sure your strategy and tactics are developing a coach so he or she can tell you what you need to know to win more deals. You can do this by:

  1. being responsive to them
  2. telling them things you don't tell others
  3. visiting them, especially if they are difficult to get to
  4. making them look good in front of others

Good luck selling and don't forget your coach!

Tags: b2b sales; sales, saled deals, Sales, Sales Advice, Sales Strategies, Sales Strategies, b2b Sales, b2b Sales, b2b Sales

An ROI on Sales Training: Make It Work

Posted on Mon, Jun 18, 2012

 Increase ROI

$75K to $1,000,000 in 1 Year – An R.O.I. on Sales Training

Just spent 45 minutes in a webinar listening to Dave Stein of ESR talking about how to, and not to implement an effective sales training program.

His basic contention is that the way most companies select training vendors doesn't work and therefore companies don’t get what they can from their investment.

This brought up the subject of R.O.I. When Dave was asked what was a good R.O.I. he felt that there were  so many variables to truly define a good one that it would be hard to answer that question without knowing what the variables were for a particular client.

I think it is much easier to do so. Here is how I help define a good R.O.I. to my clients. I am using a scenario of a company with a $40 million dollar target investing $75,000 to train their sales team.

Return on Investment with $40 million Target*


Investment*

 

3% Growth

 

5% Growth

 

10% Growth

 

20% Growth

 

$75K

 

$1,200,000

 

$2,000,000

 

$4,000,000

 

$8,000,000

 



* Year 2 would be better since the investment has already been made in year 1.


A More Detailed ROI: Avg of 1 million quota each for 40 Reps*

Reps Overachieving

5% Growth  

50K

10%

100K

15%

150K

20%

200K

5 or 12.5%

$250,000

500,000

750,000

1,000,000

10 or 25%

500K

1,000,000

1,500,000

2,000,000

15 or 37.5%

750K

1,500,000

2,250,000

3,000,000

20 or 50%

1,000,000

2,000,000

3,000,000

4,000,000

 

 

 

 

 

* Year 2 would be better since the investment has already been made in year 1.


Why wouldn’t somebody spend $75K to achieve a minimum of 250K or up to $8,000,000. Is there another investment that has such a high ROI!

Click me

Tags: b2b sales; sales, saled deals, ROI, Sales Advice, Sales Training, Sales Strategies, Sales Tips