Product camp 2015_presentation
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How to engage with your sales team to help to drive sustaining innovation and to serve as an early warning system for disruptive innovations.
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Product camp 2015_presentation
- 2. www.KevinSasser.com Engaging the Sales Team for Better Discovery & Validation ProductCamp Atlanta 2015
- 7. www.KevinSasser.com Sustaining Innovation • Use Prototypes and Smoke Tests to Validate Proposed New Features • Use Charitable Contributions as Motivators to Engage with Non Customers
- 8. www.KevinSasser.com MARKET TIME LOWMIDHIGH Disruptive Innovation SUSTAINING INNOVATION DISRUPTIVE INNOVATION
- 9. www.KevinSasser.com Disruptive Innovators • Enter at the low end of the market • Have a lower cost structure and price point • Not taken seriously by competition • Work way up from low to mid to high end of market
- 10. www.KevinSasser.com Disruptive Innovators • Watch for competitors on low end • Track their wins against you • Run campaigns to gather competitive intel • If you price match you will most likely lose money with your current cost structure
- 11. www.KevinSasser.com Disruptive Innovators • Consider setting up new division/company with different cost structure to compete
- 12. www.KevinSasser.com What the Sales Manager Said…
- 13. www.KevinSasser.com …Sure, I will send an email to the team and get you some feedback…
- 14. www.KevinSasser.com From: Sales Manager To: Sales Team Subject: Weekly Update Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive. Also, the Product Management Team is looking for feedback from the field, email me if you have any. Sincerely,
- 15. www.KevinSasser.com What the Sales Team Sees…
- 16. www.KevinSasser.com From: Sales Manager To: Sales Team Subject: Weekly Update Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive. Also, the Product Management Team is looking for feedback from the field, email me if you have any. Sincerely, This Pays My Bills
- 17. www.KevinSasser.com From: Sales Manager To: Sales Team Subject: Weekly Update Ok team, we are 3 deals away from making our goal, on our next forecast call, everyone needs to be ready to do a deep dive. Also, the Product Management Team is looking for feedback from the field, email me if you have any. Sincerely, Work I do not get paid to do
- 18. www.KevinSasser.com The World of the Sales Team
- 19. www.KevinSasser.com The World of the Sales Team Quota Everything Else
- 20. www.KevinSasser.com “People will only do, what they can’t, can’t do” David Eckoff ProductCamp Atlanta Seven Top Rated Speaker
- 22. www.KevinSasser.com Before You Talk to Sales People…..
- 23. www.KevinSasser.com 60% to 65% of Sales People…. Do Not Belong in Sales.
- 24. www.KevinSasser.com 80% of Your Revenue is Most Likely Coming from 20% of Your Sales Team.
- 25. www.KevinSasser.com Unfortunately, it’s the underperformers who will yell the loudest about product features.
- 26. www.KevinSasser.com The Whipping Post • Didn’t Learn the Requirements • Gave a Generic Presentation • Did Not Engage With the Prospect • Had Poor Follow Up
- 27. www.KevinSasser.com The Whipping Post “Why Did We Lose?” “Our product lacked the widget feature”
- 28. www.KevinSasser.com Filter Your Input Talk to the Reps Who Are: • Methodical • Consistent Sales Performer • Able to articulate – Where You Win – With Whom You Win – Why You Win – Why You Lose
- 29. www.KevinSasser.com Quick Test How do you start your demos?
- 30. www.KevinSasser.com Quick Test BAD ANSWERS • We have a script • I just start talking • I start with an deep dive overview of our company GOOD ANSWERS • We confirm the prospect’s objectives for the project. • We discuss how we helped companies with similar objectives become successful
- 33. www.KevinSasser.com Understand Your Sales Pipeline Engaging Your Sales Team
- 35. www.KevinSasser.com “…we are not going to pidgeon-hole ourselves...” Every Small Company CEO I Know
- 36. www.KevinSasser.com Use Personas to Keep Your Market Defined
- 38. www.KevinSasser.com Defining Your Target Market Too Small Too Broad Leaving Revenue on the Table Weak Messaging
- 39. www.KevinSasser.com Defining Your Target Market Too Small Too Broad Leaving Revenue on the Table Weak Messaging
- 40. www.KevinSasser.com Have One-On-One Sessions with Sales Reps WHEN POSSIBLE
- 41. www.KevinSasser.com The Critical Path Prospecting Needs Analysis Qualifying Presenting Negotiating ClosingOrganize Your Conversations and Collaboration Around Key Sales Activities
- 42. www.KevinSasser.com The Critical Path Discussing New Features Prospecting Needs Analysis Qualifying Presenting Negotiating Closing
- 43. www.KevinSasser.com Every Sales Rep Who Has Ever Been Asked the Question “Do We Need This Feature?” “Yes”
- 44. www.KevinSasser.com “that’s in there because we lost a big deal when we didn’t have it” Mystery Features
- 45. www.KevinSasser.com Use a Strategy Canvas Adding New Features
- 47. www.KevinSasser.com “They are a partner, but we don’t really do much with them.” Kardashian Marriages
- 49. www.KevinSasser.com Attend Sales Presentation, But Keep Quiet WHEN POSSIBLE
- 50. www.KevinSasser.com The Critical Path Use Lost Accounts for Customer Discovery “Would we have won this account if we had…” Prospecting Needs Analysis Qualifying Presenting Negotiating Closing
- 51. www.KevinSasser.com Build a Value Proposition Canvas Together Finding Common Ground
- 53. www.KevinSasser.com Value Proposition Canvas Work This Way
- 55. www.KevinSasser.com Engaging the Sales Team for Better Discovery & Validation ProductCamp Atlanta 2015