Shorter cycles, more revenues and better predictability

Sharpen your (USP) unique sales proposition www.SalesKoch.comHarpal Kochar, Principal

~87% of the revenues in complex B2B sales are generated by just 13% of the sales population

2

~Average B2B sales tenure/gig is 3-years, 6-months on-ramp, about the same off-ramp leaves 66% net productivity

3

B2B sales cycles are shrinking avg < 4-months, 66% of the solution decisions are made before the first sales call

4

The perfect storm in sales

Significantly up your game

OR

get marginalized

How does a rep create unique value?

How do you conceive a growth mindset?

6

What people are saying

SalesKoch assisted my team with setting up best in class sales process, pitch preparation and pricing models. If you are looking to demystify enterprise sales and make it predictable, then SalesKoch is for you.

Ray Sikka, CEO, Sensitel

Harpal is always qualifying! He understands clients needs, creates the strategy to meet those needs, executes to fulfill the strategy and makes any adjustments needed to get the deal done

Susan Spivey, Manager

One of the most important ability for a sales rep is to sniff and net out what is the real opportunity. Harpal doesn't waste my time and will not waste your time either.

Albert Wong, lead SC

7

Meet Marco.

He joins a SaaS ERP company. It takes him 1-year to close his first deal. He won’t make his number.

To improve his prospects, Marco consults his peers, managers with little help.

He needs a mentor. Someone who rolls up his sleeves, works the industry and is a closer. He needs the jargon, KPI business speak.

He is desperate!

Story for illustration purposes only

Then, Marco finds SalesKoch

Three services:

1. Industry specific plays, win themes2. Account analysis3. Orals coaching

From outsider to starYear two, Marco makes his number. Year three, he crushes it 300%. He closes the two largest accounts of the company’s history, each under 4-month cycles.

Management offers Marco a 50% partnership to help a struggling peer. Marco applies SalesKoch and replicates success. They both crush it together in their first quarter as a team.

10

How did SalesKoch help Marco?

B2B WINNING STARTS IN YOUR MIND● Strategize better

○ Plant a sticky idea with the prospect

● Think BIG: critical outcomes, moonshot dreams!

● Demo is a closing event, comes much later

○ The sales team is the Product

○ The rep is the Presentation

12

BE THE MANAGEMENT CONSULTANT

1. Think Big!○ Impact to topline growth, competitive plays ○ Risk mitigation

2. Master storytelling○ Short sentences, simple jargon○ Practice stories on a 15-year old :-)

3. De-couple solution from the problem○ Technical credibility is table stakes ○ Challenge selling

i. sales optionsii. cost of no-action, of missing deadlines 13

ORALS COACHING HIGH IMPACT SALES ACTIVITIES

● Multiple dry-runs ○ Add prospect verbiage in your pitch○ Re-validate stakeholders agenda, objections

● Interject demonstration often○ Amplify value proposition, customer stories○ Take a pulse-check in the room

● Make the experience memorable ○ Thoughtful whiteboard drawings○ Personalized Value-Benefits documents

14

● Care delivery, predictive analytics, machine learning

● Claims management, employer enrollments

● Revenue management● Claims management ● EHR Integration

15

INDUSTRY SPEAKS SAMPLE7-YEARS IN HEALTHCARE

Three ways to engage

Orals coaching

Industry value templates, sales playbooks and solution engagement strategies.

Jump start the train

Focused topics, 1:1 coaching for struggling reps or newer teams.

Deploy Marketing and CRM process

Demand generation, sales qualification and rev forecasting.

16

Expect Success Outcomes

Increase deal sizes by 15%, reduce sales cycles 30%; lead with industry and top-line growth value strategy.

Reduce onboarding time for sales teams by ~25%. Turn sales training on its head; teach industry needs. Reduced rep burnout, attrition.

Improve marketing synergies. SQL quantity drops, but quality is +100% better. Improves Sales morale.

17

NEXT STEPS:Engage a 3-month pilot project to boost sales in your top target verticals, top 10 accounts:

18

THANK YOU