Data com connect presents bill rust project managing sales pursuits

Project Manage Sales Pursuits Bill Rust August 27, 2015 Project Manage Sales Pursuits Bill Rust Project Management for Sales? If You Can Measure It, You Can Manage It Sales Project Management Payoffs • Quickly Identify hurdles to winning the deal • Eliminate and reduce your risks • Increase the probability of your success Copyright PLAYER MAP, Inc All Rights Reserved Player Map X-Ray Patent Pending What is a Project? “a temporary endeavor undertaken to create a unique product, service or result” Copyright PLAYER MAP, Inc All Rights Reserved Player Map X-Ray Patent Pending What is Step One? Understand what phase are you in Feasibility • Acquisition • Is it possible? Get it done Getting Buy In Who needs to support the project? The Iron Triangle Understand the “triple constraints” • What is the scope of the deal? • How long you will pursue it? • How much you are willing to spend? The Fourth Constraint How can you focus on quality? • Scope • Time • Cost Aligning Sales with Purchasing What steps your prospects usually take? Identification of key initiatives Definition of requirements Evaluation of options Selection of a solution Resolution of issues and finalization of contracts Implementation of the solution Evaluation of success Applying the Iron Triangle • Align your sales process with their purchasing process • Present solutions based on their decision criteria • Spend your time more efficiently and reduce time-wasting activities The ABCs of Project Management • A – Always • B – Be • C – Closing Questions •Why Sales Project Management? •What is a Project? •Feasibility / Execution •Getting Buy In •Scope / Time / Cost •Quality •Aligning Sales with Purchasing •The ABCs of Project Management If you have additional questions or comments: bill.rust@kumasolutions.net 1.713.894.8117 Bill Rust [...]... time-wasting activities The ABCs of Project Management • A – Always • B – Be • C – Closing Questions •Why Sales Project Management? •What is a Project? •Feasibility / Execution •Getting Buy In •Scope / Time / Cost •Quality •Aligning Sales with Purchasing •The ABCs of Project Management If you have additional questions or comments: bill. rust@ kumasolutions.net 1.713.894.8117 Bill Rust ...Aligning Sales with Purchasing What steps do your prospects usually take? 1 2 3 4 5 6 7 Identification of key initiatives Definition of requirements Evaluation of options Selection of a solution Resolution of issues and finalization of contracts Implementation of the solution Evaluation of success Applying the Iron Triangle • Align your sales process with their purchasing .. .Project Manage Sales Pursuits Bill Rust August 27, 2015 Project Manage Sales Pursuits Bill Rust Project Management for Sales? If You Can Measure It, You Can Manage It Sales Project Management... Questions •Why Sales Project Management? •What is a Project? •Feasibility / Execution •Getting Buy In •Scope / Time / Cost •Quality •Aligning Sales with Purchasing •The ABCs of Project Management... ABCs of Project Management If you have additional questions or comments: bill. rust@ kumasolutions.net 1.713.894.8117 Bill Rust