Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.
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Transcript of Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.
![Page 1: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/1.jpg)
![Page 2: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/2.jpg)
Obtaining the resources you need in order to
succeed.
Presented by
Bob Sanders, Partner
![Page 3: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/3.jpg)
What resources do you need?
Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
![Page 4: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/4.jpg)
What resource is most critical?
Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
![Page 5: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/5.jpg)
What resource is most critical?
Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
![Page 6: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/6.jpg)
What resource is most critical?
Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
![Page 7: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/7.jpg)
What resource is most critical?
Best product Lowest price Technical assistance Market intelligence Leads Product training Sales training
![Page 8: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/8.jpg)
What resource is most critical?
Best product Lowest price Technical assistance Market intelligence Leads Product training! Sales training!
![Page 9: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/9.jpg)
What resources do you need?
The primary role of any business partner is to help the other partner
make more money.
![Page 10: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/10.jpg)
ACTIVITY X PROFICIENCY = SALESNew OpportunitiesNew Proposals
Proposal RatioClosing Ratio
Average Sale Value
Environment Selling Behavior
CapacityCommitment
SkillKnowledge
How can you make more money?
![Page 11: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/11.jpg)
Who wouldn’t like a bigger, better funnel that produces
more sales?
$$$$
![Page 12: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/12.jpg)
What resources do you need?
Effective training is the key to funnel
quantity and quality.
![Page 13: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/13.jpg)
What resources do you need?
What is effective training?
![Page 14: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/14.jpg)
Effective Training
Businesses only buy products and services that solve problems which impact their
P-I-E-R-S.
![Page 15: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/15.jpg)
Effective Training
PPIIEERRSS
PPIIEERRSS
roductivity/efficiency
mage
xpenses
evenue
afety, security,
stability
![Page 16: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/16.jpg)
Effective Training
The most powerful solution is the one
that has the greatest impact on
P-I-E-R-S.
![Page 17: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/17.jpg)
Defines problems we can solve and their impact on PIERS.
Helps us identify businesses who have these problems.
Supports development of differentiating criteria.
Allows us to present solutions in the most compelling manner possible.
Shrinks gaps in both skill and knowledge.
Effective Training
![Page 18: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/18.jpg)
Answers these questions:1. What does this feature do?2. What would life be like without this?3. How does this situation negatively
impact PIERS?4. What characteristics would cause an
organization to have this problem?5. Who in the organization is likely to
feel the pain?
Effective Training
![Page 19: Obtaining the resources you need in order to succeed. Presented by Bob Sanders, Partner.](https://reader038.fdocument.pub/reader038/viewer/2022110320/56649c935503460f9494e846/html5/thumbnails/19.jpg)
Demand that your partners provide you with the skill and knowledge to identify more
opportunities, develop clearer differentiating criteria, deliver
powerful presentations and you will both make more money.
What resource is most critical?