slides webinar 1 usg (2)
TRANSCRIPT
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USG Professionals Sales Programma Q1-‐2014, webinar 1
Major Sales structureren USG Major Sale Program 201401 -‐ Crowdale.com
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Belangrijke data
16 januari Kickoff programma (Almere) 20 januari Webinar 1: Major Sale structureren week 4 MeeKng binnen opco over keuze verkoopkansen 27 januari Webinar 2: Sales AcKvity Management (15.00) week 6 Individuele coaching op assignments 10 februari Webinar 3: DMU: rollen & tacKek (15.00) Week 8/9 Individuele coaching op assignments Week 10 Bijeenkomst subgroup focus account 10 maart Webinar 4: Co-‐creaKe / Invloed (15.00) Week 11/12 Individuele coaching op assignments 20 maart Finale deelnemers
USG Major Sale Program 201401 -‐ Crowdale.com
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Uitleg tool: wat is er in beeld?
USG Major Sale Program 201401 -‐ Crowdale.com
• Slides • Video • Deelnemers & hoofdstukken • Chatvenster / vragen stellen • Moderators • Polls
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Testpoll
>> click op jouw antwoord
Ben je blij dat Blue Monday bijna voorbij is? a) Ja, nog 4 uurtjes doorkomen b) Nee, het was een prachKge dag c) Wat is Blue Monday?
USG Major Sale Program 201401 -‐ Crowdale.com
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Agenda
USG Major Sale Program 201401 -‐ Crowdale.com
ü IntroducKe tool ü Verkoopkansen ü Buying Cycle ü Major Sales: overzicht Pauze ü USG Finance ü Uitleg Bluesheet+ ü Assignment & Volgende week
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Ready, Set, AcKon!
>> type in chatvenster
Zijn er zaken die je vanavond heel graag behandeld zou zien?
USG Major Sale Program 201401 -‐ Crowdale.com
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Verkoopkansen
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Ready, Set, AcKon!
>> type in chatvenster
Benoem de verkoopkans die binnen 2/3 maanden concreet is?
USG Major Sale Program 201401 -‐ Crowdale.com
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Poll 1 Verkoopkans
>> click op jouw antwoord
Waarom heb je deze verkoopkans gekozen? a) Euro’s b) ReferenKeklant c) Follow up werk d) Bestaande klant e) Strategic fit f) Anders….
USG Major Sale Program 201401 -‐ Crowdale.com
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Poll 2 Omvang
>> click op jouw antwoord
Wat is de omvang van deze verkoopkans? a) < 25k b) 25-‐50k c) 50-‐100k d) 100-‐200k e) 200k+
USG Major Sale Program 201401 -‐ Crowdale.com
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Buying Cycle & Buy Sell Hierarchy
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Poll 3 Buying Cycle
>> click op jouw antwoord
In welke fase zit de klant bij jouw verkoopkans? a) I’m happy as I am b) I have a problem c) I’m looking for a soluKon d) Who and what shall I choose e) I’d like to do business with you, but…
USG Major Sale Program 201401 -‐ Crowdale.com
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USG Major Sale Program 201401 -‐ Crowdale.com
Buy Sell Hierarchy
Make an important contribuKon
Sell product
CompeKKon
Importance of features
Price Sensivity
Decrease
Increase
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Poll 4 Buy Sell Hierarchy
>> click op jouw antwoord
Op welke trede zit de klant bij jouw verkoopkans? a) 1 -‐> Deliver commodity b) 2 -‐> Deliver good products c) 3 -‐> Provide good service & support d) 4 -‐> Contribute to business issues e) 5 -‐> Contribute to organizaKonal issues
USG Major Sale Program 201401 -‐ Crowdale.com
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Major Sales
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Major Sales overzichtelijk? USG Major Sale Program 201401 -‐ Crowdale.com
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Tip: maak lijsten
USG Major Sale Program 201401 -‐ Crowdale.com
Verschillende lijsten van Major Sales -‐ USG Professionals -‐ USG Opco -‐ VesKging -‐ Individueel
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Hoe belangrijk is deze klant?
Wat weet ik van mijn klant?
Hoe benader ik deze klant?
Hoe behoud ik deze klant?
USG Major Sale Program 201401 -‐ Crowdale.com
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USG Major Sale Program 201401 -‐ Crowdale.com
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Wie zijn de concurrenten? USG Major Sale Program 201401 -‐ Crowdale.com
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Overtuigende offertes
Kwaliteit van de off
ertes
Overtuigingskracht
Duidelijke USP’s, ga
at in op de
vraag van de klant
Hoe worden priorit
eiten
bepaald? AcKes als
offerte
uitstaat
Offerte = investerin
g!
USG Major Sale Program 201401 -‐ Crowdale.com
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Voorspelbare sales pipeline Kwaliteit & actualiteit data, verdeling leads & opportuniKes,
historie bestaande klanten
USG Major Sale Program 201401 -‐ Crowdale.com
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SCOTSMAN KWALIFICATIE “Is the client prepared to give up her current supplier preference?”
USG Major Sale Program 201401 -‐ Crowdale.com
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There is no Silver Bullet. “You build performance by aligning every aspect of your selling
effort to support the capability you want to achieve” - Neil Rackham
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USG Finance
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USG Finance
USG Major Sale Program 201401 -‐ Crowdale.com
Intro maarten Intro USG finance Ervaringen methodieken als bluesheet Welke Major Sales nu mee bezig & hoe vlieg aan?
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Bluesheet +
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Bluesheet+
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Methodiek gebaseerd op ervaring
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Bluesheet+ is geen doel op zich USG Major Sale Program 201401 -‐ Crowdale.com
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Bluesheet+ is middel voor sales- en account managers om Major Sale in kaart te brengen en doelgericht
acties te definiëren USG Major Sale Program 201401 -‐ Crowdale.com
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Bluesheet+ in communicatie/discussie sales managers & sales- en delivery team
USG Major Sale Program 201401 -‐ Crowdale.com
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Vertrekpunt ontwikkeling professionele verkooporganisaKe
USG Major Sale Program 201401 -‐ Crowdale.com
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USG Major Sale Program 201401 -‐ Crowdale.com
DMU bestaat uit vier rollen • Economic Buyer • Technical Buyer • User Buyer • Coach
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Poll 5 DMU
>> click op jouw antwoord
Met welke ‘rol’ heb jij nu vooral contact bij jouw verkoopkans? a) Economic buyer b) Technical buyer c) User buyer d) Coach
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Ready, Set, AcKon!
>> type in chatvenster
Hoe belangrijk is jouw oplossing voor de DMU?
USG Major Sale Program 201401 -‐ Crowdale.com
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USG Major Sale Program 201401 -‐ Crowdale.com
De coach
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Poll 6 COACH
>> click op jouw antwoord
Heb je een coach bij jouw verkoopkans? Of zou je die kunnen ontwikkelen? a) Ja, een goede relaKe mee b) Ja, maar zag hem/haar nog niet als zodanig c) Nee, die heb ik nog niet
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Ready, Set, AcKon!
>> type in chatvenster
Hoe belangrijk is jouw oplossing voor de DMU?
USG Major Sale Program 201401 -‐ Crowdale.com
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USG Major Sale Program 201401 -‐ Crowdale.com
Noodzaak voor ons
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USG Major Sale Program 201401 -‐ Crowdale.com
Wat is het probleem van klant?
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USG Major Sale Program 201401 -‐ Crowdale.com
AcKeplan
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Assignment
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Deadline zondag 26 januari 12.00pm
• SELECTEER 3x VERKOOPKANSEN 1. lopende, concrete opportunity
2. Langere termijn ‘soluKon sales’ 3. Verkoopkans bij focus account of prospect
• KWALIFICEER mbv SCOTSMAN • AFSTEMMING KEUZE met DIRECTEUR / MANAGER
** Uploaden in eigen projectomgeving op usg.crowdale.com **
USG Major Sale Program 201401 -‐ Crowdale.com
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Poll 7 SCOTSMAN
>> click op jouw antwoord
Verwacht je dat de slaagkans sKjgt door deze aanpak van kwalificaKe? a) Jazeker, en ik zal ook meer no bids krijgen b) Ja, maar er is nog veel meer voor nodig c) Nee, zie het nut niet… d) Eerst zien, dan geloven!
USG Major Sale Program 201401 -‐ Crowdale.com
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27-‐januari 15.00-‐16.30uur
Sales AcKvity Management Ruud Stoelhorst
• Start uitwerking verkoopkansen met Bluesheet+ • Jan of Ann bellen jou voor een klantafspraak
USG Major Sale Program 201401 -‐ Crowdale.com
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USG Major Sale Program 201401 -‐ Crowdale.com
Dank voor jouw deelname!