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ROI Driven Sale Tour

Instructor's Slides and Page Samples

The Instructor’s slides are designed to ensure all of the material is covered in workshops and classes, and to provide a way to review the material for just-in-time use during a selling cycle. The seven slides shown here are typical.

The eight pages that follow the slides are typical pages from the book, shown here to illustrate the look and feel.

TABLE OF CONTENTS

PART 1: FOLLOW THE ROAD TO REVENUE

Get Your Market in Order

  • Develop a Go-to-Market Strategy
  • Analyze Target Markets and Develop Messaging
  • Establish the Distribution Channel Mix
  • Create a Sales Playbook
  • Generate Leads
  • Work the
  • Manage the Sales Funnel
  • Create Leadership Buzz
  • Convert Suspects to Leads
  • Manage the Content
  • Leverage the Content
  • Turn Leads into Opportunities

Develop Sales Momentum with the ROI Driven Sales Process:

  • Qualify, Build, Close (QBC)
  • ROI Driven Sales Flow
  • ROI Driven Sales Checklist

Qualify the Opportunity

  • Investigate Goals, Challenges, and Strategic Importance

Build Trust and Offer New Ideas

  • Be a Credible Business Problem Solver and Trusted Advisor

Establish the Value Proposition

Build the Winning Business Case

  • Determine the Metrics that Matter
  • Measure the Gaps
  • Define the Solution and Deployment Plan
  • Employ Opportunity Charts
  • Calculate the Financial Benefits
  • Calculate ALL the Costs
  • Calculate the TOTAL Return on Investment
  • Identify Any and All Risks
  • Present a Financial and non-Financial Narrative

Close the Sale

  • Get to ‘Yes,’ Map the Gates, and Drive the Timelines
  • Closing Techniques
  • Follow Up

PART 2: SPEAK YOUR PROSPECTIVE CUSTOMER’S LANGUAGE

Understand Your Prospective Customer’s Operating Vision

  1. A Tool for Rapid Insight into Any Business
  2. Business Effectiveness Attributes
  3. Maturity Grids
  4. Business Model Maturity Grid
  5. Systems for Management Maturity Grid
  6. Operating Processes Maturity Grid

Understand the Metrics Your Prospects Use

What Metrics are All About

  • Strategic Metrics
  • Hierarchy of Metrics
  • Sample Hierarchy of Metrics
  • Balanced Scorecard
  • Lean versus Traditional Metrics
  • Process versus Result Metrics
  • Customer Metrics
  • Financial Metrics
  • Employee Metrics
  • Production Metrics
  • Metrics Terminology
  • Benchmarking

Understand the Quality and Efficiency Your Prospects Need

  • Lean Tools & Concepts
  • Six Sigma Quality Concepts
  • Apply the Tools to Get It Done
  • Acceptable Quality Level (AQL)

Be Financially Literate – Your Prospects Are!

  • Financial Concepts
  • Profit & Loss (Income) Statement
  • Balance Sheet .
  • Cash Flow or Funds Flow
  • Key Ratios
  • Commonly Used Ratios

Talk about Finance

  • Return on Investment (ROI)
  • Return on Invested Capital (ROIC)
  • Net Present Value (NPV)
  • Internal Rate of Return (IRR)
  • Payback Chart
  • Breakeven Chart Insourcing and Outsourcing
  • Price Sensitivity
  • Shareholder Value
  • Executive Highlights
  • Activity Based Costing (ABC

Know Today’s Business Systems

  • Ubiquitous Systems
  • Material / Manufacturing Resource Planning (MRP)
  • Supply Chain Software and Collaborative Planning, Forecasting and Replenishment (CPFR)
  • Enterprise Resource Planning (ERP) Systems
  • Customer Relationship Management (CRM)
  • Small and Mid-Size Business Solutions (SMB)
  • Social Media

Consider Your Customer’s Feelings

  • About Change Management
  • ‘Low-Hanging Fruit,’ ‘Quick Wins,’ and ‘Silver Bullets’
  • Sales ‘Due Diligence’ Questions
  • Critical Success Factors
  • Are They Ready for Change
  • Change Readiness Index
  • Are They Ready to Buy? Communicating and Reading Communication
  • The Emotional Cycle of Change

Index

Sources

Glossary

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