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Sales Tools

This sales assessment listing and its corresponding content provides you with hands-on solutions to common, but complex, sales tools that we use every day. Over our thousands of sales interactions, we and our customers have created and refined these tools and we provide them here for your use and adaptation. We would appreciate your comments and ideas and we will continue to grow and adapt this list. Just email jack@derbymanagement.com if you want copies of the presentations after viewing.

Section 1:  Sales Planning & Process Ideas

Building a Sales Process & Creating Sales Plans
A detailed outline of why sales processes and specific plans are critical

Creating Your Tactical Sales Plan
A specific definition of the components of how to create a tactical sales plan

Creating a 30-60-90 Quarterly Sales Plan-2014
One of the most efficient and effective sales tools for enabling salespeople 

Building Your Sales Process-Creating Key Account Plans
Within your overall sales process, this defines how to create a Key Account Plan

Building Your Sales Process-Perfecting Your Pre-Qualification
Before you actually begin any sales process, there's a Step 0, Pre-Qualify job that needs to be done.

Building Your Sales Process-Perfecting Your Qualify Step
At the beginning of the sales process, it all starts with Qualify, Step 1

Building Your Sales Process- Executing Great Discovery
Within your overall sales process, this how-to details what it takes to create Discovery of a prospect or a customer early in your sales process

Building Your Sales Process-Creating Great Champion Letters
We've found that Champion Letters are one of the most critical tools to ramp your sales funnel and to increase the percentage of forecastability of your pipeline. Champion Letters actually validate what you have listened to at your Discovery meetings with your prospect or customer. 

Building Your Sales Process-Closing Techniques
At the very bottom of the sales process, of course, there's the need to actually close the deal, which many salespeople actually have a hard time with.  Hopefully, this will provide a few practical hints.

Business & Sales Planning Process
Although this presentation is built for conducting company business plans, most of the ideas and rules apply to conducting successful sales planning meetings also. 

Section 2:  Pure Sales Tools

Just What Are Sales Tools?
We too often assume that people know what we are talking about when we say "sales tools", but we've learned that that often isn't the case. Here's a primer on examples of standard tools and not-so-standard Sales 2.0 sales tools

Creating Winning Value Propositions
This gets to the details of what a Value Proposition is and how to create one

Perfecting Your Listening Skills
Our experience is that nothing is more important at the beginning of your sales process, whether that is at the Qualify or the Discovery step, than shutting up and listening intently. Hard for us to do, since, after all, we're salespeople, and we want to tell & sell.  Here's a few ideas to keep your mouth in check and your ears wide open.

Handling Sales Objections the Right Way
A solid outline of a few ideas how to handle objections and turn them to a close

Making Great Presentations
In the fall, 2011 semester, I had one of my student teams at Tufts, where I'm a Professor of Marketing, develop a presentation on makging great presentations.  I thought that they did a great job and wanted to share it with you, so I voiced-over their individual points.  Lots of basics, a couple of new ideas...and by the way, the team did superbly on their semester long marketing project for their company.

Psyche Up Your Sales Side
No matter how good we are, we all have off weeks or months in sales. Selling today is tough enough without being dragged down by bad people or bad karma. Here's a few simple, but "works-everytime" tips that will help...assuming that you practice and believe that it will work.

Why You Need to Think Big
There's very different macro market and economic issues facing all of us who are selling. We can continue to sell the way that we have, or we can thinking very differently and Think Big.

Building Referral Heat Maps for Sales Leads
Written for the sometime slow summer sales periods, this simple checklist applies to any time of any year in how to think through use referrals for more sales leads.

Creating Effective Networking Event Tactics
Ever wish you had been prepared for that trade show or Chamber meeting?  I know I have, which is why we created Jack's 10 Rules to insure that you are being the most effective.

Section 3: Pure Marketing Tools

Creating & Writing a Marketing Plan-An introduction
Ok, so I know about Marketing, I'm pretty good in tactics and strategy, but how do I go about actually writing a marketing plan?  Where do I start?  What's the structure?  What should I put in it?  Who should I involve?  This answers those questions and brings you to an ebook that we finished in early 2012.  Hope you enjoy it.  Let us know your comments...

Creating A SWOT Assessment

This is a simple-to-understand outline of the components of a SWOT analysis are and how you might use this tool as part of your business, marketing or sales planning process.

Market Segmentation
This is an overview of an approach to your market.  This particular tool can be viewed as a Marketing tool when looking at a variety of market opportunities where resources need to be spent, or as a Sales planning tool when thinking through either Territory or Business Unit plans

Market Research:  
Market Research means a wide variety of things to an even wider variety of people.  Especially in smaller companies below $100 million, the idea of conducting market research is sometimes numbing at the best or construed as being only for large corporations at the worst.  This presentation provides you with an overview and helpul tactical hints that are both effective and efficient.   

Section 4: Hiring SalesPeople The Right Way

Hiring Salespeople, Step 1 of 3: What Type of a SalesPerson Do I Need?
This is the first step in a 3 part series of best practices on how to hire and retain "A" level salespeople.

Hiring Salespeople, Step 2 of 3:  How to Hire-Skills, Experience & Attributes
The second step defines best practices related to what I need to do in order to actually hire this person.

Hiring Salespeople, Step 3 of 3: How to Compensate
This last step, (which is way too broad and complex for one simple presentation)embodies some of the best practices and rules that we've learned over the years in how effectively compensate your salespeople.

Section 5: Jack's Laws

The Sales Law of 3,000
How many hours every week does the average "good" salesperson sell?  That sounds like a huge number of hours, but reality is far from the actual number of sales hours "available"

The Sales Law of 6's & 9's
Why hiring salespeople with discipline, analytics, math and rigourous testing is an absolute requirement today.

 Building Your Competitive Edge
In June, 2012, Jack gave a speech to Middlesex Bank's CEO Forum, where he talked about what it takes to build your competitive edge as a manager.