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A Blueprint for Selling in Tough Economic Times

A Blueprint for Selling in Tough Economic Times. Bruce Rasmussen Neal Cross. Is selling any harder? IDC research - 2009 Blueprint for selling in tough times Selling by provoking Provocative case studies. MOTIVATE & TRAIN to SPOT OPPORTUNITIES. IDENTIFY, QUALIFY & PASS ON OPPORTUNITIES.

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A Blueprint for Selling in Tough Economic Times

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  1. A Blueprint for Selling in Tough Economic Times Bruce Rasmussen Neal Cross

  2. Is selling any harder? • IDC research - 2009 • Blueprint for selling in tough times • Selling by provoking • Provocative case studies

  3. MOTIVATE & TRAIN to SPOT OPPORTUNITIES IDENTIFY, QUALIFY & PASS ON OPPORTUNITIES FIELD SERVICE RESOURCES Sales Blueprint for Tough Economic Times RETAIN PROMOTE SOLUTIONS for CUSTOMER SUCCESS ASSESS CURRENT INITIATIVES MARKETING JETTISON ASSESS INDIVIDUALS SHORT TERM STIMULATION SHORT TERM SUPPORT RETAIN SALES PEOPLE RESULTS REDUCED COST FOCUS on PERFORMERS JETTISON SALES MANAGERS ASSESS INDIVIDUALS COACH to COACH RETAIN MENTOR RESULTS PLUG the GAP REDUCED COST BETTER ASSIST PERFORMERS JETTISON APPROACH to REMOVE PROBLEMS ASSESS for PROFITABILITY RETAIN SATISFY RESULTS CUSTOMERS IMPROVE EFFICIENCIES BETTER SUPPORT RETAINED CUSTOMERS REDUCE/REALLOCATE RESOURCES JETTISON ACT NOW ACT SOON REAP

  4. Progression in sales methodology SOLUTION SELLING HYPOTHESIS SELLING PROVOCATIVE SELLING Address acknowledged pain point Address unacknowledged angst Question to identify needs Hypothesise to provoke response Within existing budget Create new budget

  5. Provocative Selling Neal Cross Platform Innovation Lead Microsoft Australia

  6. IAG Insurance – the buzz insurance

  7. BT Financial Group

  8. BT Financial Group And we liked the look of Microsoft’s strategic roadmap. The roadmap was an important consideration for us. We need to work with a company that will be continuously innovating.”

  9. Bruce Rasmussen v-brucer@microsoft.com +61 414 878 714 Neal Cross nealc@microsoft.com +61 438 235 785

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