Money – Booking The Deal Now Scripts

Money – Booking The Deal Now Scripts

Team,

Please use the following process to ignite 🔥 a sense of urgency to book the deal now. (Timeline: Could be Today, this Friday, 2nd Friday of the month or last Friday of the month, the sooner, the better.)

The Reason: Many times, I have sent an email to a reseller asking – “Have you heard from the customer regarding the last quote sent?” Common Reseller Response: “I haven’t heard anything.”

Try these proven email strategies to help seal the deal.

Email: 

To customer: Sally

CC: Other customer team members and the Reseller

Subject: Following up to see if you received the PRODUCT quote?

Hi Sally,

Hope you are well!

I’m following up to see if you received the quote for the PRODUCT?

Thanks,

(Depending on how the customer responds, you can take direction for the next step in the dialogue. If they received the quote, you can ask if there are any questions, if they would like to schedule a call to discuss and if you can get the PO by X. If they did not receive the quote, that is an issue with the reseller. The email should light a fire and the reseller should get the quote out. If not, ask the customer if you can provide another reseller. Work through the process to ensure the customer has what they need in order to book the deal as quickly as possible. Get the deal off the street.)

If the deal is required to go out to bid: Follow similar email language as above. (Do this 1-2 days prior to the bid closing to ensure the bid does not get canceled due to a lack of qualified bids) 

Email:

To customer: Sally

CC: Other customer team members

Subject: Following up to see if you received enough bids for the PRODUCT?

Hi Sally,

Hope you are well!

I’m following up to see if you received enough bids for the PRODUCT bid?

Thanks, 

(Depending on how the customer responds, you can take direction for the next step in the dialogue. If the customer did not get enough bids, ask how many they received and how many they need. Maybe you can send a list price direct quote to fulfill the requirement. You may have to engage with multiple resellers to ensure the bid gets enough quotes to be executed on. This is your money to lose, act quickly.)

Act and ASK with a sense of urgency, book the deal now!

Jerry Lang

Software Sales Funnel

Software Sales Funnel

Loyal customers are more valuable than 100 leads and easier to sell to than acquiring new customers.

 

Don’t build your Sales funnel from the top down. Build it from the bottom up, like you’re building a Pyramid, and here’s why…

Loyal customers at the bottom of the funnel (Already Purchased) are closer and more willing to make a new purchase.

If you start at the top with awareness content, trying to create demand and generate net new customers but don’t have enough middle and bottom of funnel suspects in place, you can generate a ton of potential prospects, but you’ll have a hard time converting them to opportunities if you don’t have enough perceived value to help them consider you as an option. (This equals a longer sales cycle and a lower percentage of winning)

Examples of TOFU, MOFU, and BOFU content:

TOFU (Top of Funnel):

– Thought leadership
– Whitepapers
– Tech Briefs
– eBooks
– Social Posts

– Blog Posts 

– Manuals

– Events

– Online Demos

– Surveys

MOFU (Middle of Funnel): There is some overlap with both TOFU and BOFU

– Solution/Product/Service pages
– Webex/Teams/Webinars
– Use Case studies
– Company overviews/ capability docs

BOFU (Bottom of Funnel):

– Call to Action to book specific demo, Proof of Concept or Consultation
– Customer Testimonials
– Use cases/Case studies
– Comprehensive comparisons
– Details to differentiate from competitors, stand out as evidently the best choice

Once the lead is considered an opportunity, then it goes into the pipeline. However, if you create opportunities too soon without performing a thorough Discovery Call and Hyper-Qualifying them your pipeline conversion report looks like dung.

Focus efforts on Account Maintenance, creating net new opportunities with your most loyal customers.

Jerry Lang

Story of two Sales Reps: Alpha and Bravo

Story of two Sales Reps: Alpha and Bravo

Alpha focuses on helping the customer see the value of the product or solution and discounts only a small standard amount on the most expensive options or offers no discount at all.

Alpha sees a long-term relationship.

Alpha’s customer standardizes on the higher more expensive option.

Bravo focuses on discounting the product or solution trying to get the customer to purchase on price alone and discounts heavily on the least expensive options.

Bravo only sees a one-time sale or short-term relationship.

Bravo’s customer standardizes on the lower cost option.

Let us do some math:

The cost for the product from Alpha is: $864 or 134% more than the product that Bravo leads with. Alpha sells value and collaborates with the customer to understand pain points and helps the customer solve business challenges while becoming a Trusted Advisor.

The cost for the product from Bravo is: $369 or 134% less than the product that Alpha leads with. Now, Bravo sells strictly on price and heavily discounts the product they lead with by 40%. Bravo is 174% lower than Alpha’s price to the customer. Bravo does not understand the value proposition or selling value and is afraid of losing a sale if they position a higher priced product.

This scenario plays out the entire sales year.

At the end of the year, the results look like this.

Alpha exceeded their quota of $1,800,000 by selling 2,100 licenses and made President’s Club and was rewarded.

Alpha won a nice trip to a tropical island and received recognition, accolades, and prizes.

Bravo, on the other hand did not hit their quota. Bravo also sold 2,100 licenses but for only $469,940.

In some organizations, Bravo’s performance was deemed unacceptable and they were put on a 90-day performance period with strict guidelines.

Best case, Bravo improved performance.

But, many times, someone in Bravo’s position doesn’t know how to sell value or doesn’t want to and they don’t ask for help.

Bravo is replaced by someone who gets it and sells value.

The moral of the story is to ask yourself how you want to sell. Do you want to sell on a value proposition or on price?

Do you want to sell like Bravo or like Alpha? What behaviors will you utilize, and do you want to earn that trip to a Tropical Island?

Jerry Lang

Leadership – Plan To Close The Gap

Plan To Close The Gap

Team,

(The Only Easy Day Was Yesterday! “Krav Maga”)

Please put your name on a word doc with the date and save the doc as your name. These Gap Plans will be sent to our Leaders for review.

We have discussed Goal Setting and Territory Plans over the last four months and these should help to be a guide for the “Closing the Gap” plans.

Review your First Half % to quota. How will you close the Gap for H1? What % to H1 quota are you, work it backwards to determine how much you need to sell to hit it.

Example:

How much license did you sell in Quarter 1?

How much license did you sell so far in Q2?

How much more license will you sell in Q2? What is the total of these 3?

What is your H1 quota? Look at your quota letter to determine your individual metrics.

Subtract the closed total of Q1, Q2 and what else will close in Q2 from your H1 quota and that is your Gap.

 

Now for the planning to close the gap: Ideas below but feel free to come up with your own:

Pick 2 Term renewal accounts by name – who are they – Add additional licenses.

Pick 2 Term renewal accounts by name – who are they – Upsell Editions.

Pick 2 Term renewal accounts by name – who are they – Add Multi-Years.

Pick 2 Term renewal accounts by name – who are they – Increase YoY cost by 10%+.

Pick 2 Term renewal accounts by name – who are they – Add other products and solutions.

Pick 2 Term renewal accounts by name – who are they – Sales Plays Velocity, Mission Critical.

Pick 2 Term renewal accounts by name – who are they – Offer a Bundled Solution.

Pick 2 Term renewal accounts by name – who are they – Ask if there is end of quarter or end of year money.

Pick 2 Term renewal accounts by name – who are they – Ask if customer if they can finance a larger deal.

Pick 2 Term renewal accounts by name – who are they – Look for ways to proactively save the customer money.

Pick 2 Term renewal accounts by name – who are they – Look for ways to clean up license structure.

 

Now, in your territory, what campaigns are you running, or will you run? Provide specific measurable details.

For Database Management

For Performance Monitoring

For Cloud Based Performance Monitoring

For Application Management

For Data Migration and Disaster Recovery

For Data Analytics

For Tuning and Optimization with Artificial Intelligence

For Predictive Analytics

Pick a State, enter state name in CRM tool search box, email every contact a short 2 sentence intro to ask if they would like to add additional software licenses or take a look at new technologies. Implement a simple machine-like precision email focus. You should be able to copy/paste/send over 100 emails per day. Schedule a Discovery call with those that show interest.

Call 35+ prospects per day from customer base – same way as email strategy above.

Do a Mail Merge.

Work with other BU’s.

 

Additional targets:

Whitespace Report:

Trial & Freeware Download Report:

Territory Asset Report:

Closed Lost Opportunities Report:

Every booked deal in the last 5 years starting with the most recent wins and working backwards to add more licenses.

Perpetual maintenance to Term Subscription or Enterprise License Agreement for unlimited use (ELA), past audits for SaaS.

Sales is an all-season sport and we are going to need to work harder, longer and smarter to hit our individual and Team H1 Quotas.

Those that put the time, effort, and hard work in will see the rewards just like in sports…

Ask yourself:

How much time do you spend prospecting, calling/emailing customers every day? Is it enough?

How many customers do you reach every day? Is it enough?

How many hours do you work every day? Is it enough?

Do you wait because a customer is not getting back to you? Why do you wait? What can you do instead of hoping they’ll get back to you? (Hope isn’t a Strategy)

Can you turn up the clock speed, turn up the intensity, increase the sense of urgency, email/call the CIO? – Don’t be scared – they are people just like all of us… Have Confidence in yourself! Ask for help as needed to learn what to say and what to write.

 

Do not be a lone wolf, we are a team!

Ask for help and Adapt!

 

Jerry Lang