Hybrid Sales Process
The days of simple selling are over; pounding the pavement doesn't work well anymore. Being customer focused is essential.
Over the past decade, the selling environment has radically changed. There is global price competition and buyer resistance as never before. Additionally, buyers have virtually unlimited access to information. Products and services are commodities, and most marketing messages promise the same hype.
Targeted: 300 firms
Results: 67 inquiries
Process Time: 3 hrs
[using e-mail and fax]
In spite of these challenges, I'm able to cut through the clutter. I produce dramatic results by employing Always-on Marketing®, which incorporates my hybrid direct marketing strategies. This one-on-one solution-selling approach generates outstanding results.
Always-on Marketing® affects a prospect's buying decision and causes him/her to say, "Thanks for educating me; I'd like to do business with you"—all before the first meeting!
I believe solid leadership gives the sales team a winning chance by providing the tools needed to succeed—tools enabling salespeople to...
By skillfully employing these tools, I...
Imagine the impact my approaches could have on your sales team. Organizations not employing a similar consistent selling process will not maximize sales effectiveness. Often, despite their best efforts, most salespeople are only closing a fraction of what's possible. However, it needn't take a salesperson years of direct industry selling experience to generate stellar sales; it's all in the process—a proven methodology I can teach almost anyone.
By reading my free booklet, you'll learn why a hybrid approach improves bottom lines. Furthermore, by adding a BDS (Business Development Specialist) to your sales team, you will uncover and qualify business opportunities using a process I call MINTTM.
I invite you to take my "quick-tour" (at bottom of page) and "See Firsthand" my success stories. Feel free to review my Virtual Interview and resume (in both HTML and WORD formats), which should answer even your toughest questions. You may also wish to view my video testimonials.
In order to demonstrate proof-of-concept, I had to convince my customer to spend $120,000 to prototype a part. A die was designed, produced, and tested in Switzerland. Part samples were forwarded to Toyota, which tested and approved the part for US production.
I then defined the machine's specifications and wrote a lengthy proposal. Several months later, the machine was built in Switzerland and shipped to Ohio. Once it was installed, the machine operator trained, and a pre-production run executed, the part was put into high-volume production, which was accepted even though the machine cost $700,000 and sold at a 40% premium over competitors.
I was able to accomplish this task by having extensive contact with multiple decision makers, confirming specifications, price and delivery. I met all the customer's needs and built a strong relationship without tapping into any travel budget.
When we met in person for the first time, my prospect signed a deal for two machines totaling $1,000,000 (this was a first for my company). Usually a typical sales cycle was six months for such orders and required a significant travel budget; however, since I effectively controlled the flow of information, it took just three months to close and needed only one on-site visit.
I first built a marketing database. Next, I wrote a telephone script to obtain a hospital CEO's contact profile and gain permission to fax a letter promoting the Hammes Report—a bound collection of case studies and brochures.
As responses arrived, copies of the report were printed-on-demand and FedExed. Follow-up calls were placed two days later. To my client's delight, some CEOs called to make appointments before any follow-ups were made. My client achieved response rates of 10% employing my marketing techniques.