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How to Sell to Small and Mid-Size Businesses in Tough Economic Times

How to Sell to Small and Mid-Size Businesses in Tough Economic Times. Bruce Rasmussen BruceRasmussen@pdcaustralia.com. What is sales – really? F undamental tenets Sales process Sales tracking tool. Sales Philosophy.

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How to Sell to Small and Mid-Size Businesses in Tough Economic Times

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  1. How to Sell toSmall and Mid-Size Businesses in Tough Economic Times Bruce Rasmussen BruceRasmussen@pdcaustralia.com

  2. What is sales – really? • Fundamental tenets • Sales process • Sales tracking tool

  3. Sales Philosophy

  4. “Selling” occurs when 1 human being brings to the attention of another human being a problem that they may be experiencing; and then goes on to support them to remove the problem with some commercial benefit accruing Sales - a UN sponsored activity

  5. FRESH OPPORTUNITIES

  6. FRESH OPPORTUNITIES 1 and ONLY

  7. ✗ FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS

  8. Upgrade the desktop, and get more for less. • Name • Title • Corporation

  9. Challenges for your people: Business challenges  Technical challenges Collaboration Network bandwidth Information overload Help-desk call reduction Managing content Storage capacity Confidence in data Security maintenance

  10. Software to address your challenges: Simplify how people work together.   Find information and improve business insights. Help protect and manage content. Reduce IT costs and improve security.

  11. FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS COMPELLING EVENT

  12. FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS COMPELLING EVENT DECISION MAKER

  13. FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS COMPELLING EVENT DECISION MAKER BUYING INFLUENCES

  14. FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS COMPELLING EVENT DECISION MAKER BUYING INFLUENCES BUSINESS + PERSONAL

  15. FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS COMPELLING EVENT DECISION MAKER BUYING INFLUENCES BUSINESS + PERSONAL MEASURE + RECORD

  16. FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS COMPELLING EVENT DECISION MAKER BUYING INFLUENCES BUSINESS + PERSONAL MEASURE + RECORD PROSPECT BUY-IN

  17. FRESH OPPORTUNITIES 1 and ONLY NOT about PRODUCTS COMPELLING EVENT DECISION MAKER BUYING INFLUENCES BUSINESS + PERSONAL MEASURE + RECORD PROSPECT BUY-IN EVIDENCE

  18. Marketing and sales process AGREE DEPLOY SOLVE ATTRACT ENGAGE ELEVATE PLAN LEVERAGE

  19. Bruce Rasmussen BruceRasmussen@pdcaustralia.com +61 414 878 714 www.pdcaustralia.com

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