Transcript of the entire Webinar John: Hi, everybody. Welcome to the Adapt or Fail webinar this afternoon. This is John Schumann. I’m from the Whetstone Group. Let’s cover just two things before we get into the program. I’d like to get a little bit about ROI4Sales and then a little bit about the Whetstone Group; [&hellip
Problem: Salespeople spend far too much time preparing proposals and close far too few. Of course, closing rates vary, but closing only 15-20% of the proposals one makes is not uncommon. This is obviously very inefficient, causing time management problems, feelings of rejection, futility, and despondence, not to mention reduced sales and lower commissions. Diagnosis: [&hellip
Problem: Darrell sold complicated software solutions to manufacturing companies. His was a complex sale in that several fact-finding meetings were typically required and the presentation often was to a group of 4-5 senior company executives. Trying to get a commitment with so many involved was difficult. He always felt like he missed presenting some important [&hellip
The pain overview discover how the opportunity for sales exist between today’s reality and future expectations
Problem: The CFO was worried. For the past six months the company’s margins had been dropping and now they were at the point where something had to be done. Finance had researched the situation thoroughly and the finger was pointing directly at sales. Analysis: Ron, the new sales manager, was brought in from outside the [&hellip
Problem: Mike, an experienced software sales rep, prided himself on being a results-oriented, take charge guy who was able to close effectively and get his customers to make decisions quickly. He felt his strength was to show prospects how his product would help them reach their business goals. He liked to get right down to [&hellip
Problem: Stan always felt uncomfortable in those first few minutes when meeting prospects for the first time. He sensed that his prospects felt the same way when he met them. He wondered how his anxiousness affected his prospects and what impact it had on his sales calls and his income. Analysis: You’ve heard this one [&hellip
Problem: I can’t tell you how many times I’ve heard this from our clients, “If I just had more time, I’d be able to sell more.” In fact, time management and follow up skills are frequently cited as major challenges that sales managers tell us that their salespeople face. Yet we find that salespeople often [&hellip
Problem: Alligator Software had just introduced a major revision to their software but, in spite of tremendous initial enthusiasm, sales fell far short of expectations and management started to receive complaints about the conduct of their overzealous salespeople. Analysis: Alligator was proud of their latest upgrades, so much so that management was convinced that they [&hellip
Problem: The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and [&hellip
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