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Index

S

Sales:

feedback from, 85

and marketing, 12–14

and Sales-Primed Communications, 132

and SFs, 113

shared mission of marketing and, 98

Sales force automation (SFA) systems, 26–27, 63–65, 87

Sales funnel milestones, 63

Sales managers:

champions qualified by, 170, 171, 173, 174, 176

and Customer Focused Selling, 246

and documentation of sequence, 182–183

forecasting by, 23

in "good cop/bad cop game," 197

leveraging experience of, 228–233

and pipeline management, 136, 208

and premature closing, 59

qualifying buyers and, 167

role of, 133

and Sequence of Events, 188

workshops for, 247

Sales process(es), 61–80

components of, 69–70

definition of, 63

documentation of, 71–73

fresh look at, 77–79

and marketplace perception, 69

multiple, 74

pipeline milestones of, 70–71

prerequisites of successful, 63

segmentation in, 77–78

structured, 79–80

targeted conversations in, 74–75

Sales-Primed Communications, 29, 46, 99–114

buyer vision developed with, 151–165

creating library of, 247

to decision makers, 49–50

developing buyer vision with, 151–165

marketing as keeper of, 132

and pipeline management, 209

as responsibility of marketing, 84–85

and senior management, 100–101

Solution Formulator for, 103–112

and targeted conversations, 75

Targeted Conversations List for, 101–103

usage scenarios for, 106–112

for VARs, 242–244

Sales training, 14, 16, 90

Salespeople:

assessing, 217–234

categories of, 222–223

"natural," 8–9

opinions of, 12, 14, 26–27

in postchasm markets, 36–37

role of, 133

Success Story used by, 127

training of, 14, 247

Sample cost-benefit results achieved by customers, 127

Scenarios, usage, 93–98

Scripts:

for Champion's use, 173

creating library of, 247

to gain mindshare, 139

internalizing the, 140

SFs (see Solution Formulators)

Segmentation, 77–78

Selling:

defining types of, 247

empowering buyers vs., 7–8

quality vs. quantity of, 208

reframing the concept of, 47–48, 189

skills of, 224–228

structure lacking in process of, 38

Seminars, 129–130

Senior executives/management, 100–101, 209

and funnel blockages, 228

motivation of, 177

ownership of sales process by, 72–74

premature closing accelerated by, 68

selling to, 49

Sequence of Events, 181–191

benefits of, 188

buyer's commitment in, 183–184

closing in, 181–182

documentation of, 182–183

and funnel blockage, 228

and funnel management, 214

keeping committees on track with, 184–187

and mainstream-market buyers, 189–191

and pipeline management, 209, 210, 216

and reframing the concept of selling, 189

template for, 186

visibility/control of sales cycles with, 187

and withdrawal, 187–188

Services, 113

72 percent zone, 43–46

SFA systems (see Sales force automation systems)

Siebel Systems, 69, 87

"Silos," 81

Skills, selling, 224–228

Solution, buyer declaration of, 56

Solution Formulators (SFs), 55, 103–106

and commodities, 161–164

and competing for Column A, 160

components of, 104

creating library of, 247

and funnel blockages, 227

patience/intelligence in, 152–153, 165

sample conversation for, 155–159

templates for, 108–111

for VARs, 242–243

and web sites, 132

Solution-focused behavior, relationship-focused vs., 4

"Sowing FUD" (fear, uncertainty, and doubt), 34

Specificity, degree of, 107

"Spray and pray" sales approach, 20, 40, 44, 93

Stanford Business School, 94

Strategic marketing, 81

Structure, 73

Structured sales process, 79–80

Success Stories, 126–127

and commodities, 162

creating library of, 247

and funnel blockages, 227

in prospecting, 145, 147

and qualifying Key Players, 178

for VARs, 240

Summary of meetings, 177

Support people, training of, 247

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