37: Running a Sales Process like a Project Manager - Scott Ingram

Automatic TRANSCRIPT

You're listening to the daily sales tips podcast. And I'm your host Scott Ingram in episode. Sixty two of the sales success stories podcast. We turned the tables, and I was the interviewee instead of the interviewer one of the things I talked about, but didn't spend much time on was the idea of my essentially being a project manager in the way that I manage my sales cycles really seems to be resonating and a lot of people have reached out about it. So I thought I'd spend a few minutes to talk through it in more detail here. And if you want to jump to that part of my conversation with Jeff Pejic on sales success stories, pull up episodes, sixty two and skip to about the sixty seven minute, Mark. And that's where we start to get into it. So let's talk about this. If you've ever built a close plan around a deal you've seen a bit of what this type of project plan might look like typically in those scenarios your identifying a compelling event or a start date with your client and working backwards to define. In all the steps that are required to get there, and then defining dates and responsibilities throughout the in that document, you'll identify things like legal and contract negotiations, the key meetings and presentations that will need to take place along the way and all of the various stakeholders sign offs, you'll need things like that in my model. I actually take that a couple of steps further part of this is because I work for a professional services firm and this beyond the contract project work is really what I'm selling. But this works just as well in other product or solution sales efforts because it builds trust removes risk and helps your client start to believe that the results are promising are actually going to happen. Here's what I mean. The way I think about sales assigned contract is more of a starting line than it is a finish line. The real finish line is delivering on the results that your client is really signing up for and if you. Can work with them to build a road map with enough details and timelines to help them actually see how they're going to get from here to there you I establish a ton of trust. Because you're demonstrating that you know, what you're doing and you can show them the actual steps to success. It also takes a ton of risk out of their decision. Too often in sales were asking someone to make this giant mental leap from contracting for a solution to end result without providing much clarity around how they're actually going to get there, and I can virtually guarantee that your competitors aren't doing this. Why? Because it's hard it requires a bunch of up front work. But if you do it, you're win rates are going to increase dramatically. Just make sure you do some really solid qualifying on the front end because you don't want to invest this level of effort in a deal. That's not real. Although this also serves as a. Great qualifier in itself, if you lay out this approach with your client, and they're not willing to participate. It's very unlikely that you have a legit deal. So if they do buy in don't think that you have to do all of this yourself. This is what team selling is all about you may need to get allied with your internal services organization or account management or client success teams or collaborate with an outside partner or potentially all of the above depending on the size and complexity of the opportunity. Ideally, you're building the plan with your client. And it needs to include details around who's responsible for what and win. Then you build a cadence of what are essentially project management calls with the core team to hold each other accountable now I just did an interview with someone yesterday. Who said he also does something similar and talked about how it's going to massively improve. Your forecast accuracy. Because if you do it, right? Everyone is agreeing to all of the dates when each piece is going to be complete and that includes your agreement and the and the traditional clothes, that's it in a nutshell. So does this resonate is this something that you do or you could use join the conversation at daily sales dot tips forward slash thirty seven to talk about this relationship between sales process and project management, then come back tomorrow for another great sales tip. I'll talk to you. Then.

Coming up next