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Table
of Contents
Chapter 1 Understanding Management Prospects
Who Are You and Why Should Management Buy From
You
Why You Should Focus All of Your Energies on Selling to Management Only
Who Is Considered To Be Management
Why Selling to Management Shortens Your Sales Cycle
Five Fallacies of Professional Selling
Why Most Salespeople Do Not Sell to Management More Often
Selling to Management is a Premeditated Sport
Review and Exercises
Chapter 2 Developing Your Sales Value Proposition
So You Are Seen as a Peer
How to Position Yourself as a Business Peer
What Is a Sales Value Proposition (SVP)
Why Do You Need a Sales Value Proposition
How to Become a Pain Management Specialist and Sell More
How to Develop Your Sales Value Proposition
Review and Exercises
Chapter 3 Finding Management and Penetrating the No-Talk
Zone
What Is Parallel Imaging
How to Develop a Senior Executive Dictionary to Communicate Like a Peer
Review and Exercises
Chapter 4 Generating Leads: Marketing to Management
Why Most Marketing Materials and Methods Fail to
Generate Qualified Management Leads
How Branding Can Affect Your Sale
How to Maximize Brand Effectiveness
How to Maximize Lead-Generation Effectiveness
The Best Methods to Generate Management Sales Leads
Which Direct Mail Programs Generate Leads
How White Papers Can Be Used As Marketing and Sales Tools
How to Use Executive Seminars to Generate Prospects
What Is Engagement Marketing™ and How Does It Shorten Your Sales Cycle
How to Use Channel Partners and Networking to Build Your Pipeline
How to Use the Touch Management Program to Communicate With Your Prospects
Review and Exercises
Chapter 5 Generating Leads: Cold Calling Management
Success Techniques
The Goal of Cold Calling
How to Develop Your Telemarketing Script So Management Takes Your Call
Cold Calling FAQs
How to Handle Cold Calling Sales Objections
How to Manage Gatekeepers
Review and Exercises
Chapter 6 Meeting the Prospect for the First Time
What to Expect During the First Meeting
Steps of the First Meeting
Talking Points for Prospect Meetings
Managing the First Meeting
Mining for Opportunities
Your Twenty Minutes Are Up - Now What Do You Do
Review and Exercises
Chapter 7 Presenting to Prospects – The Executive
Briefing Designed for Management
What to Expect During the Executive Briefings/Discovery
Meetings
Giving Whiteboard Presentations
Preparing for Your Executive Briefing
Building Your Talking Points Script
Planning for the Three Box Monty™ - Executive Presentations
to Increase Your Success
Using the Three Box Monty™ for Your Executive Briefing
Wrapping Up the Three Box Monty™ Presentation
Using Slide Presentations That Make Management Pay Attention
Using Portfolio Presentations
Review and Exercises
Chapter 8 Preparing a Management Proposal That Works
Management Proposal Basics
Executive Proposal Pitch
Psychological ROI and Why It Makes Management Buy
Price Is Not Always Relevant
Request for Proposal (RFP)
Proposal Format
Review and Exercises
Chapter 9 Negotiating With Management
Who Should You Negotiate With
What Should You Negotiate
How to Negotiate From Value, Not Win-Win
Negotiation Personality Types and How to Manage Them
How to Use Concession Management When Negotiating
Guidelines to Create a Concession List
Emotion Management When Negotiating
Six Steps to Force Prospects to Prove They Are Qualified Buyers During Negotiation
Fifteen Tactical and Strategic Steps to Use When Negotiating
Seven Questions You Must Answer to Close Any Deal
Review and Exercises
Chapter 10 Selling to Targeted Key or Major Accounts
Mapping Your Key Account Territory
Mapping Individual Accounts
Penetrating Key or Major Accounts
Selling to Decision Makers and Influencers at the Same Time
Using the Pursuit Sales Team Model to Increase Key Account Revenue
Review and Exercises
Chapter 11 Managing Your Sales Cycle and Forecasting
SAP and MAP Management
Date Management Plan
How to Develop a Date Management Plan
Review and Exercises
Chapter 12 Managing Sales Objections
Moving a Stalled Deal Forward
Managing the Prospect’s Perception of Risk
Review and Exercises
Chapter 13 Using Storytelling as a Business Sales
Tool
Building Your Executive Storytelling Format
Personalizing Your Business Story So Management Prospects See Your Value
Up Front
Review and Exercises
Chapter 14 Managing Your Competition
It’s Not Who You Are—It’s Who
You Sell Against
Dealing With Competitors—Kill or be Killed
Types of Competition
Review and Exercises
Chapter 15 Following Up After the Sale
Developing a Relationship with Your Client
Action Steps to Take After the First Sale
Review and Exercises
Chapter 16 Making a Difference with Business Ethics
Understanding Why Ethics Is Important
Responsibility of the Buyer
Review and Exercises
Conclusion
Also included:
- Sixty-Day Sales Action Plan™ To Help You
Increase Your Sales Commissions Immediately
- Example Forms Needed For Our Program
After reading this book, you will learn:
- How to develop a unique Sales Value Proposition.
- How to paint a picture that makes executives
listen.
- How to find technology prospects that you may
not be aware of.
- How to penetrate the C-level barrier.
- How to set up appointments with decision makers
and find IT business opportunities.
- How to handle your first appointment and set
up succeeding appointments to generate an IT proposal request.
- How to present your Sales Value Proposition so
the C-level executive will see you again.
- How to present your technology to a C-level
executive and make them listen.
- How to develop a technology team talking point
script that will manage your presentation.
- How to mine for business opportunities.
- How to submit a technology proposal that gets
read and win deals.
- How to use psychological ROI to close deals.
- How to benefit from a Marketing Action Plan (MAP™).
- How to use date management to increase your
sales.
- How to deal with technology competition and
close more deals.
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