Jan
8
Written by:
Murray Fife
1/8/2010 12:30 PM
There are a number of unwritten rules between sales executives, and solution/presales consultants that keep the sales process well oiled. Some of them are good ideas, and some of them should be written in stone.
Good Ideas:
At least one of the solution/presales consultant should bring a projector.
- Even if the customer has a projector already, it's goof to have a backup just in case it breaks, the resolution is to low for the presentation, or if you want to have a breakout session to save time.
When booking a hotel, if possible, have the Sales Exec block off all of the rooms.
- There is nothing worse than having some people at one hotel, and others at another. It makes prep hard, and also makes it harder to co-ordinate arrivals and dinners (most important)
Show Up Early.
- Technical problems happen in person, and over remote demonstrations. It's always a good idea to show up just a little early to be sure that you can start off on time.
Rules/Laws:
Show Up.
- Unless there is a gold plated reason, show up to the demonstration - even if they are remote. This may seem like an obvious one, but I have had times when a Sales Exec's that have not logged into my presentations, and I've had to soldier on without them.
Leave No Man Behind
- As a Sales Exec, it is your responsibility to be the last man standing in a demonstration or meeting. I don't care if your cat just died, you slipped a disk, or you are on deaths door. NEVER leave if there is anyone else from the group still there!
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3 comment(s) so far...
Re: Show Up, Leave No Man Behind and other unwritten rules within the sales organization
Even more important - leave no WOMAN alone!
By Lisa Weir on
1/8/2010 12:43 PM
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Re: Show Up, Leave No Man Behind and other unwritten rules within the sales organization
Murray - you haven't changed a bit!!
By Leta Virant on
3/9/2010 4:08 PM
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Re: Show Up, Leave No Man Behind and other unwritten rules within the sales organization
Wow! Totally agree. I am not in Sales, but I can understand why any of this could provoke latent murderous instincts :)
But I guess that ever since they stopped throwing people to the lions, enforcing discipline and common sensical behaviour has not been an easy task at all, in any field!!!!
By Asha on
6/9/2010 9:01 AM
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