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Obtaining the resources you need in order to succeed.

Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner. What resources do you need?. Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training. What resource is most critical?. Best product Lowest price

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Obtaining the resources you need in order to succeed.

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  1. Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner

  2. What resources do you need? • Best product • Lowest price • Technical assistance • Market intelligence • Leads • Product training • Sales training

  3. What resource is most critical? • Best product • Lowest price • Technical assistance • Market intelligence • Leads • Product training • Sales training

  4. What resource is most critical? • Best product • Lowest price • Technical assistance • Market intelligence • Leads • Product training • Sales training

  5. What resource is most critical? • Best product • Lowest price • Technical assistance • Market intelligence • Leads • Product training • Sales training

  6. What resource is most critical? • Best product • Lowest price • Technical assistance • Market intelligence • Leads • Product training • Sales training

  7. What resource is most critical? • Best product • Lowest price • Technical assistance • Market intelligence • Leads • Product training! • Sales training!

  8. What resources do you need? The primary role of any business partner is to help the other partner make more money.

  9. Capacity Commitment Skill Knowledge How can you make more money? ACTIVITY X PROFICIENCY = SALES New Opportunities New Proposals Proposal Ratio Closing Ratio Average Sale Value Environment Selling Behavior

  10. Who wouldn’t like a bigger, better funnel that produces more sales? $ $ $ $

  11. What resources do you need? Effective training is the key to funnel quantity and quality.

  12. What resources do you need? What is effective training?

  13. Effective Training Businesses only buy products and services that solve problems which impact their P-I-E-R-S.

  14. Effective Training P I E R S roductivity/efficiency mage xpenses evenue afety, security, stability

  15. Effective Training The most powerful solution is the one that has the greatest impact on P-I-E-R-S.

  16. Effective Training • Defines problems we can solve and their impact on PIERS. • Helps us identify businesses who have these problems. • Supports development of differentiating criteria. • Allows us to present solutions in the most compelling manner possible. • Shrinks gaps in both skill and knowledge.

  17. Effective Training Answers these questions: • What does this feature do? • What would life be like without this? • How does this situation negatively impact PIERS? • What characteristics would cause an organization to have this problem? • Who in the organization is likely to feel the pain?

  18. What resource is most critical? Demand that your partners provide you with the skill and knowledge to identify more opportunities, develop clearer differentiating criteria, deliver powerful presentations and you will both make more money.

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