Get Prospects to Close Faster!
Stop blaming the economy for poor profits! Speed up your sales cycles and close more leads. Making the
Business Case for Wireless is an on-site workshop that gives your marketing and sales people a competitive edge turning prospects into customers.
Based on the methodology presented in I Only Have ROIs for You by Craig Settles, this workshop teaches attendees how to articulate more effectively what wireless in general, and your company in particular, can do to help prospects cut costs, increase revenues and improve operating efficiency. we customize it to address isues specific to your products and markets.
Your sales team will improve its ability to help prospects 1) understand the value of wireless, 2) build the business case for your products, 3) quantify potential ROI, and 4) establish benchmarks to measure your products' effectiveness. Subsequently your team will better manage prospects during the sales cycle and close them faster.
This same workshop will help your marketing staff develop materials and activities that generate more leads, qualify prospects and beef up support to the sales team. In fact, your resellers and other business partners whose efforts directly or indirectly impact your sales and marketing activities will benefit from this session.
Workshop Details
There are actually three elements of this workshop: 1) research of your primary markets; 2) developing and delivering the customized session; and 3) an optional project to create Web and intranet content to facilitate sales lead generation and management.
I. Research
The first step is to spend time learning about your company, products and services. Then we will interview several customers to gather additional information to help fine-tune our session. We expect to come away with additional insights as to why people buy from you, what benefits your products haven't tapped into yet and why people may not have bought anything.
II. Delivering the session
The workshop itself can be either a four-hour or full-day session. Primary points a typical session might address are (you determine the final agenda):
1. Understanding Important Wireless Concepts
- key wireless technologies that sales people should be familiar with if they are brought up during sales presentations
- primary concerns that your target market has about wireless
2. Understanding Prospects' Wireless Needs (particularly beneficial for new marketing or sales people)
- general overview of target markets
- how wireless is being used/could be used
- key benefits your company has delivered to date
- future additional applications for your product
3. Building the Business Case for Wireless
- using the "ROIs for You" methodology to establish strategic and tactical objectives for wireless implementations
- how to help prospects develop a basic ROI model
- addressing total cost of ownership (TCO) factors
- understanding elements of the wireless implementations beyond your product's role
4. Opening the door for the sales opportunity
- qualifying leads: separating the wheat from the chaff
- who are the influencers
- identifying the internal wireless champion
- know who can kill a deal - it may not be who you think
5. Closing the sale
- Using your product to meet the strategic and tactical objectives identified
- Your product in the ROI equation
- Overcoming objections
- Moving prospects to the pilot project
6. What's needed to support the sales cycle
- Marketing's responsibility
- The role of PR
- Sales people - where the rubber meets the road
- VARs, dealers and others in the mix
III. Marketing and sales tools
You should have content on your public Web site that qualifies and captures sales leads, and content on your intranet that supports the sales team in their efforts to identify, manage and close leads. Many companies' online efforts fall way short in both areas.
This optional project involves a thorough review of your marketing, sales and PR material, as well as your Web site. We will then develop detailed outlines of appropriate materials, some skeleton content and specifications for simple interactive tools that achieve lead-management objectives. You will be responsible for any necessary graphic design, Web page layouts or Web programming.
Contact us today (510-536-4522) for more information and to discuss how we can move forward.