Sales Separation
www.trumethods.com
FormulaWon Growth Tracks Virtual Sales Meeting Creating Sales Separation
© TruMethods, LLC. 2015 - All rights reserved
Virtual Sales Meeting House Keeping – – – –
Sound: VoIP or Telephone (Audio Pin #) Type questions or raise your hand to speak This webinar will be available in the Newsfeed Next Webinar is Focus on Success • • •
Thursday November 19th at 2:00PM Eastern Time FoS Topic: Your 2016 Life and Business plan When you're Schnizzin go to Schnizz corner!
members.trumethods.com/schnizz
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved
Inside Sales Champions
• We’re experiencing dramatic results with the members of our Inside Sales Champions program • Go to members.trumethods.com/insidesales to learn more about how it can help your Inside Sales process
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved
Sales Q&A • Dial in by Phone and enter audio PIN # • Use microphone and speakers
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved.
Sales Separation
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved.
January 2009
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales is the issue!
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
I was wrong… …really wrong
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
Sales is a symptom of the issue
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
Creating a true competitive advantage is the issue
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Reframe cost and results
www.trumethods.com Copyright 2010 TruMethods, LLC
Sales Separation
Reframing
Their results
Our results
Current process
Super Power www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
Reframing
Their results
Our results
Current process
Super Power
Separation
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Made Simple
• Reframing • Creating separation • Refocusing
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Difficult
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Get your elbows out!
Reframed but no separation
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales made difficult
• • • • • •
You lose control Radio silence Prospect surprises The incumbent is still in the running Down to two vendors Price is still an issue
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Moving up the stack
TruBusiness Partner World Class Provider
Budget Strategy
Super Power Impact Alignment MSP www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Presentation gut check
• What does your sales presentation tell you about… – – – – –
Your sales process Your ability to reframe Your ability to create separation Your belief system The reality of your service delivery
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Presentation gut check
Centralized Services • • • • •
Network Administration
Monitoring Patch Management Anti-Virus / Anti-Malware Backup & DR Cloud Services
• Proactive Technology Management • Best Practices • Implement “Your Company Way”
Support
Virtual CIO • • • •
Business impact of technology Technology Summary Design Desk Budget Planning
• Remote Helpdesk • Onsite Service • How-to Questions
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved.
One Block
•Centralized Services •Monitoring •Patch Management •Anti-Virus / Anti-Malware •Backup & DR •Cloud Services •Network Administration •Proactive Technology Management •Best Practices •Implement “Your Company Way”
•Virtual CIO •Business impact of technology •Technology Summary •Design Desk •Budget Planning •Support •Remote Helpdesk •Onsite Service •How-to Questions
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
As opposed to this…
Reactive Support
Centralized Services
Network Administration
vCIO www.trumethods.com
© TruMethods, LLC. 2014 - All rights reserved
Standards
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved.
Alignment
www.trumethods.com © TruMethods, LLC. 2013 - All rights reserved
Business Impact
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved.
Show more separation
Reactive Support
Centralized Services
Network Administration
vCIO
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
One Block
•Centralized Services •Monitoring •Patch Management •Anti-Virus / Anti-Malware •Backup & DR •Cloud Services •Network Administration •Proactive Technology Management •Best Practices •Implement “Your Company Way”
•Virtual CIO •Business impact of technology •Technology Summary •Design Desk •Budget Planning •Support •Remote Helpdesk •Onsite Service •How-to Questions
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation • A better presentation is not the solution • Presentation confirms the separation you have already created • True separation is created in service
www.trumethods.com © TruMethods, LLC. 2012 - All rights reserved.
Are you a grocery store or bakery?
• • • •
Level 1: Chocolate cake Level 2: Reframing Level 3: Separation Level 4: Schnizzing
www.trumethods.com © 2013 TruMethods, LLC. All rights reserved
Moving up the stack
• Endpoints supported: 1,000 A
B
C
D
Tickets / Endpoint / Mo.
1
0.5
0.5
0.25
Avg. Resolution Time
1 hour
1 hour
0.5 hours
0.5 hours
Avg. Reactive Time / EP
1 hour
0.5 hours (30 minutes)
0.25 hours (15 minutes)
0.125 hours (7.5 minutes)
6.25
3.1
1.55
0.78
Support Resources
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Moving up the stack
World
• Avg. AISP • Avg. MRR • Time/EP/M
Class Impact Alignment MSP
Professional Services
Centralized Services
Net Admin
vCIO
Support
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales separation
Separation is created in service delivery, not in the sales presentation!
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
• If you are not sure ask! • Create infection points • Use their questions as the example of why they need to change their criteria
www.trumethods.com © TruMethods, LLC. 2012 - All rights reserved.
Look for the signs • What's your response time? • Wee need some on site • I will choose the company with the best solution to XYZ • Quote this project first • I want to meet with my current vendor
www.trumethods.com © TruMethods, LLC. 2012 - All rights reserved.
Get your elbows out!
Reframed but no separation
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Q&A www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved.
FormulaWon Growth Tracks Virtual Sales Meeting Creating Sales Separation
© TruMethods, LLC. 2015 - All rights reserved
Virtual Sales Meeting House Keeping – – – –
Sound: VoIP or Telephone (Audio Pin #) Type questions or raise your hand to speak This webinar will be available in the Newsfeed Next Webinar is Focus on Success • • •
Thursday November 19th at 2:00PM Eastern Time FoS Topic: Your 2016 Life and Business plan When you're Schnizzin go to Schnizz corner!
members.trumethods.com/schnizz
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved
Inside Sales Champions
• We’re experiencing dramatic results with the members of our Inside Sales Champions program • Go to members.trumethods.com/insidesales to learn more about how it can help your Inside Sales process
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved
Sales Q&A • Dial in by Phone and enter audio PIN # • Use microphone and speakers
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved.
Sales Separation
www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved.
January 2009
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales is the issue!
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
I was wrong… …really wrong
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
Sales is a symptom of the issue
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
Creating a true competitive advantage is the issue
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Reframe cost and results
www.trumethods.com Copyright 2010 TruMethods, LLC
Sales Separation
Reframing
Their results
Our results
Current process
Super Power www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
Reframing
Their results
Our results
Current process
Super Power
Separation
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Made Simple
• Reframing • Creating separation • Refocusing
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Difficult
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Get your elbows out!
Reframed but no separation
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales made difficult
• • • • • •
You lose control Radio silence Prospect surprises The incumbent is still in the running Down to two vendors Price is still an issue
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Moving up the stack
TruBusiness Partner World Class Provider
Budget Strategy
Super Power Impact Alignment MSP www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Presentation gut check
• What does your sales presentation tell you about… – – – – –
Your sales process Your ability to reframe Your ability to create separation Your belief system The reality of your service delivery
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Presentation gut check
Centralized Services • • • • •
Network Administration
Monitoring Patch Management Anti-Virus / Anti-Malware Backup & DR Cloud Services
• Proactive Technology Management • Best Practices • Implement “Your Company Way”
Support
Virtual CIO • • • •
Business impact of technology Technology Summary Design Desk Budget Planning
• Remote Helpdesk • Onsite Service • How-to Questions
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved.
One Block
•Centralized Services •Monitoring •Patch Management •Anti-Virus / Anti-Malware •Backup & DR •Cloud Services •Network Administration •Proactive Technology Management •Best Practices •Implement “Your Company Way”
•Virtual CIO •Business impact of technology •Technology Summary •Design Desk •Budget Planning •Support •Remote Helpdesk •Onsite Service •How-to Questions
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
As opposed to this…
Reactive Support
Centralized Services
Network Administration
vCIO www.trumethods.com
© TruMethods, LLC. 2014 - All rights reserved
Standards
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved.
Alignment
www.trumethods.com © TruMethods, LLC. 2013 - All rights reserved
Business Impact
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved.
Show more separation
Reactive Support
Centralized Services
Network Administration
vCIO
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
One Block
•Centralized Services •Monitoring •Patch Management •Anti-Virus / Anti-Malware •Backup & DR •Cloud Services •Network Administration •Proactive Technology Management •Best Practices •Implement “Your Company Way”
•Virtual CIO •Business impact of technology •Technology Summary •Design Desk •Budget Planning •Support •Remote Helpdesk •Onsite Service •How-to Questions
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation • A better presentation is not the solution • Presentation confirms the separation you have already created • True separation is created in service
www.trumethods.com © TruMethods, LLC. 2012 - All rights reserved.
Are you a grocery store or bakery?
• • • •
Level 1: Chocolate cake Level 2: Reframing Level 3: Separation Level 4: Schnizzing
www.trumethods.com © 2013 TruMethods, LLC. All rights reserved
Moving up the stack
• Endpoints supported: 1,000 A
B
C
D
Tickets / Endpoint / Mo.
1
0.5
0.5
0.25
Avg. Resolution Time
1 hour
1 hour
0.5 hours
0.5 hours
Avg. Reactive Time / EP
1 hour
0.5 hours (30 minutes)
0.25 hours (15 minutes)
0.125 hours (7.5 minutes)
6.25
3.1
1.55
0.78
Support Resources
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Moving up the stack
World
• Avg. AISP • Avg. MRR • Time/EP/M
Class Impact Alignment MSP
Professional Services
Centralized Services
Net Admin
vCIO
Support
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales separation
Separation is created in service delivery, not in the sales presentation!
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Separation
• If you are not sure ask! • Create infection points • Use their questions as the example of why they need to change their criteria
www.trumethods.com © TruMethods, LLC. 2012 - All rights reserved.
Look for the signs • What's your response time? • Wee need some on site • I will choose the company with the best solution to XYZ • Quote this project first • I want to meet with my current vendor
www.trumethods.com © TruMethods, LLC. 2012 - All rights reserved.
Get your elbows out!
Reframed but no separation
www.trumethods.com © TruMethods, LLC. 2014 - All rights reserved
Sales Q&A www.trumethods.com © TruMethods, LLC. 2015 - All rights reserved.
