strategies to recession proof your sales team

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5 Strategies to Recession Proof your

Sales Team

Razi Imam Landslide Technologies

www.landslide.com

© Landslide 2006. All Rights Reserved

The Changing World of Sales

• Sellers• Distributed teams working out of homes or remote offices• Limited face-to-face interactions with the buyer• Limited face-to-face interactions with their corporate office• Following their instincts on how to get deals closed

• Buyers• Well informed • Do not want ‘feature’ presentations• Require instant information• Always ‘on’ - Never available• Prefer to interact via the internet

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What We Are Seeing: Selling is Becoming More Challenging!

• Harder to Start Net-New Initiatives• “Buy Cycle” Often Starting Before the Sell Cycle• More Calls Required to Close Deals• Average Sell Cycle Length Increasing• Death of the Single “Economic Buyer”• No Decision Rates on the Rise• Rise in “Reverse Auctions”• Discounting More Pervasive

Outcome of Forecasted Deals

Wins50.1%

Losses30.3%

No Decisions19.6%

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Shift # 1 – Move away from Chaotic Selling

Recession proof your sales team by

introducing a consistent Sales Process

Shift # 1 - Chaotic vs. Process

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Strategy # 1 - Chaotic Selling to Process Based Selling

Engage

Qualify

Consult

Propose

Close

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Shift # 2 – Move Away From Traditional CRM/SFA Tools

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Strategy # 2 - Use a Process Based Selling Technology

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Shift # 3 – Stop the habit of Show-up and

Throw-upBecome well rehearsed in the science of

thoughtful conversations

Shift # 3 – Move Away from Presentation Mode

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• Customized Sales Process• In-Process Conversation Tools

Strategy # 3 – Develop Process Based Conversation Guides

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Shift # 4- Stop guessing where the Buyer is

in the Buying ProcessImplement technologies that provide insight

into the Buyer’s company and interest

Shift # 4 – Read through poker faced Buyers

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• Landslide iO Channel• Increase Interaction of Salespeople with

Decision Makers• Integrating Buying Process with Selling

Process • Use Web Based Technologies to do

Research

Strategy # 4 – Use Decision Maker’s Portals

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Shift # 5- Focus on Selling not Data Entry

Recession proof salespeople have a single

minded focus on Selling

Shift # 5 – Salespeople are not Data Entry Operators

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Strategy # 5 - Eliminate all Data entry

• Landslide VIP and SIO Services• Sales Information Officers – Special VIP for

CEOs and VP of Sales

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Shift # 5 - Focus on Selling not Data Entry

Summary

Shift # 4 - Stop guessing where the Buyer is in

the Buying Process

Shift # 3 – Stop the habit of Show-up and

Throw-up

Shift # 2 – Move away from traditional CRM/SFA tools

Shift # 1 – Move away from Chaotic Selling

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More Information and Resources

•Contact Landslide TechnologiesPhone: 1-866-450-8522 Email: inquiries@landslide.com Web:

www.landslide.com

•Schedule a time to speak one-on-one with of our Sales Advisors about your sales and sales management needs and challenges. Go to www.landslide.com to register!