The Sales Model Canvas
SalesQualia
7,900 views
13 slides
Feb 12, 2014
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About This Presentation
Developing by SalesQualia, The Sales Model Canvas provides a complete view of the sales process for enterprise sales opportunities. By utilizing the Sales Model Canvas, individual salespeople and teams quickly identify key risks and information gaps in their sales process with a specific sales oppor...
Slide Content
Value Statements | Buyers & Buyer Types Customer Needs Stages of the Sale Key Metrics
& Milestones
Objections, Competitors, Sales Map
& the Status Quo
Implementation / Support Work Agreement / Economics
E SALESQUALIA
Copyright © 2013 Salesqualia. All rights reserved.
& Milestones
Objections, Competitors, Sales Map
& the Status Quo
Implementation / Support Work Agreement / Economics
E SALESQUALIA
Copyright © 2013 Salesqualia. All rights reserved.
Customer Needs
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and |
point of view.
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
What is most and least important to
the customer?
How is this need fundamentally
hurting the prospect's business?
How did you uncover this need?
Did you verify this need with other
individuals at the target client?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and |
point of view.
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
What is most and least important to
the customer?
How is this need fundamentally
hurting the prospect's business?
How did you uncover this need?
Did you verify this need with other
individuals at the target client?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Buyers & Buyer Types
Who is involved with this purchasing decision? This includes the Economic, User, and Technical aspects of the purchase.
Who are your Buyer Types? "Product Champions "Economic Buyers
Who are these people at your target
account? How do you know? How
can you verify?
What is the best way to establish a I
Needs Analysis meeting with them?
Who can help you?
Has your Product Champion
changed since your initial
approach introduction?
Do you have multiple Product
‘Champions? How can you develop
multiple Product Champions?
Who are your
Detractors’ Antagonists?
E SALESQUALIA
Technical Buyers "User Buyers
Copyright © 2013 SalesQualia. All rights reserved.
Who is involved with this purchasing decision? This includes the Economic, User, and Technical aspects of the purchase.
Who are your Buyer Types? "Product Champions "Economic Buyers
Who are these people at your target
account? How do you know? How
can you verify?
What is the best way to establish a I
Needs Analysis meeting with them?
Who can help you?
Has your Product Champion
changed since your initial
approach introduction?
Do you have multiple Product
‘Champions? How can you develop
multiple Product Champions?
Who are your
Detractors’ Antagonists?
E SALESQUALIA
Technical Buyers "User Buyers
Copyright © 2013 SalesQualia. All rights reserved.
Value Statements
A Value Statement is not a Product Statement.
It is not about what your product does.
This is about what customer needs your solution fills.
Specific to each buyer type.
What quantifiable benefit does your
solution provide for each
Buyer Type?
ie. Our CRM improves sales perfor
mance by increasing close rates
by 35%.
Define the specific Value Statements
to address each of the Buyer Types.
andhow your solution delivers on
one or more of the primary
business drivers.
Product Champions
Economic Buyers
Technical Buyers
User Buyers
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
A Value Statement is not a Product Statement.
It is not about what your product does.
This is about what customer needs your solution fills.
Specific to each buyer type.
What quantifiable benefit does your
solution provide for each
Buyer Type?
ie. Our CRM improves sales perfor
mance by increasing close rates
by 35%.
Define the specific Value Statements
to address each of the Buyer Types.
andhow your solution delivers on
one or more of the primary
business drivers.
Product Champions
Economic Buyers
Technical Buyers
User Buyers
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Competitors, the Status Quo, and Objections
What isthe 10x advantage that your
solution offers to the prospects existing
process?
Why would the prospect purchase a
competitor's product?
Has the customer purchased a
competing product. or is this a new
purchase?
What does the customer perceive as the top
three challenges to implementing your
product solution? tLe. competitors, inertia)
‘What isthe main reason your customer will
NOT use your product?
What isthe primary unstated objection?
What isnt the prospect telling you?
Why might the customer do nothing/stay
with the status quo?
How will you turn positive buyers into
Product Champions?
How will you turn neutral buyers into
positive buyers?
How will you neutralize detractors?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
What isthe 10x advantage that your
solution offers to the prospects existing
process?
Why would the prospect purchase a
competitor's product?
Has the customer purchased a
competing product. or is this a new
purchase?
What does the customer perceive as the top
three challenges to implementing your
product solution? tLe. competitors, inertia)
‘What isthe main reason your customer will
NOT use your product?
What isthe primary unstated objection?
What isnt the prospect telling you?
Why might the customer do nothing/stay
with the status quo?
How will you turn positive buyers into
Product Champions?
How will you turn neutral buyers into
positive buyers?
How will you neutralize detractors?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Customer Needs - Part II
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and
point of view.
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
How has your assessment of
customer needs changed after
considering each Buyer Type?
Do your Value Statements address
each Customer Need?
Isa path forming to work with each
buyer individually and answer the
prospects questions?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and
point of view.
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
How has your assessment of
customer needs changed after
considering each Buyer Type?
Do your Value Statements address
each Customer Need?
Isa path forming to work with each
buyer individually and answer the
prospects questions?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Stages of the Sale
L Needs Analysis
2. Evaluation of Options
3. Resolution of Concerns
4. Implementation
Where can the sales conversation
stall?
Where has it stalled in previous
sales opportunities? Why?
How can you maintain control of
the sales process to avoid stalls?
How will you determine progress
through each of these primary
stages with the account as a whole,
and with each Buyer Type?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
L Needs Analysis
2. Evaluation of Options
3. Resolution of Concerns
4. Implementation
Where can the sales conversation
stall?
Where has it stalled in previous
sales opportunities? Why?
How can you maintain control of
the sales process to avoid stalls?
How will you determine progress
through each of these primary
stages with the account as a whole,
and with each Buyer Type?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Key Metrics, Milestones, and Objections
How will you assess progress? Does
your client agree with these
milestones?
What are the mutually agreed upon
milestones:
Business Demo
Technical Demo
Purchase Options & Budget
Beta Test & Test Metrics
Budget Request & Approval
Contract Process
Initiation Conclusion
Invoice Date
Activation Date
Training & Implementation Data
What action is your prospect taking
that indicates progression of the
sales conversation?
Infrastructure and systems integra-
tion needs
Budget Guidance
Approval Guidance
Additional options the prospect is
considering
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
How will you assess progress? Does
your client agree with these
milestones?
What are the mutually agreed upon
milestones:
Business Demo
Technical Demo
Purchase Options & Budget
Beta Test & Test Metrics
Budget Request & Approval
Contract Process
Initiation Conclusion
Invoice Date
Activation Date
Training & Implementation Data
What action is your prospect taking
that indicates progression of the
sales conversation?
Infrastructure and systems integra-
tion needs
Budget Guidance
Approval Guidance
Additional options the prospect is
considering
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Sales Map
How have decisions like this been
made in the past?
What is the process you will follow
to reach implementation of your
product?
1-1-1-1- Framework: What needs to
happen in reverse in order for you
to begin client implementation?
1Year
1 Quarter
1 Month
1 Week
1Day
1 Hour
1 Minute
Does the prospect agree with your
process?
Did you get the sign-off that your
sales map is reasonable and that they
will adhere to it?
How does your sales map
incorporate Key Milestones?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
How have decisions like this been
made in the past?
What is the process you will follow
to reach implementation of your
product?
1-1-1-1- Framework: What needs to
happen in reverse in order for you
to begin client implementation?
1Year
1 Quarter
1 Month
1 Week
1Day
1 Hour
1 Minute
Does the prospect agree with your
process?
Did you get the sign-off that your
sales map is reasonable and that they
will adhere to it?
How does your sales map
incorporate Key Milestones?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Customer Needs - Part III
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and
point of view.
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
How does your sales process ad-
dress your Customer's needs after
acknowledging Stages of the Sale,
identifying Key Milestones, and
developing your Sales Map?
How will you approach each Buyer
as part of your Sales Plan?
How will you identify and address
Competitors and Inertia while
‘executing your sales plan?
How will you structure an
Implementation Plan after
evaluating the People and Process
in your Sales Plan?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and
point of view.
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
How does your sales process ad-
dress your Customer's needs after
acknowledging Stages of the Sale,
identifying Key Milestones, and
developing your Sales Map?
How will you approach each Buyer
as part of your Sales Plan?
How will you identify and address
Competitors and Inertia while
‘executing your sales plan?
How will you structure an
Implementation Plan after
evaluating the People and Process
in your Sales Plan?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Implementation & Support
How will you implement your product or service and how will you maintain a happy, served customer?
44-1 Framework: What will you
do following the decision to pur
chase?
1 Minute After
1 Hour After
1 Day
1 Week.
1 Month.
1 Quarter.
1 Year.
How will product be introduced to
new users - all at once, in stages, by
office, by seniority, by teams, by
managers?
What is the chain of communication
post sale? Do you have a Client
Director or a Customer Service
assigned?
Is your customer support software
tied to CRM/Email? How will you
know if there is a customer service
issue?
Do you have separate customer
service contacts for technical,
non-technical, and billing? Who is
responsible for each of these?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
How will you implement your product or service and how will you maintain a happy, served customer?
44-1 Framework: What will you
do following the decision to pur
chase?
1 Minute After
1 Hour After
1 Day
1 Week.
1 Month.
1 Quarter.
1 Year.
How will product be introduced to
new users - all at once, in stages, by
office, by seniority, by teams, by
managers?
What is the chain of communication
post sale? Do you have a Client
Director or a Customer Service
assigned?
Is your customer support software
tied to CRM/Email? How will you
know if there is a customer service
issue?
Do you have separate customer
service contacts for technical,
non-technical, and billing? Who is
responsible for each of these?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Work Agreement & Economics
Now that you have a clear picture
of Customer Needs, Buyers, and
Implementation, how does the work
agreement capture the economics of
your relationship?
Does the client require NDA,
Master Services Agreement (MSAI?
How many seats are required?
How will you deal with shared
licenses? Audits?
What are the normal billing cycles -
annual, quarterly, monthly?
Where does your offered price sit
relative to list price? Are you
offering a significant discount to the
client?
How will you recover discounted
=
prices at time of renewal?
Whose budget?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Now that you have a clear picture
of Customer Needs, Buyers, and
Implementation, how does the work
agreement capture the economics of
your relationship?
Does the client require NDA,
Master Services Agreement (MSAI?
How many seats are required?
How will you deal with shared
licenses? Audits?
What are the normal billing cycles -
annual, quarterly, monthly?
Where does your offered price sit
relative to list price? Are you
offering a significant discount to the
client?
How will you recover discounted
=
prices at time of renewal?
Whose budget?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Customer Needs - Part IV
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and
point of view,
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
Does your service, process,
implementation, and economics
address the Customer's Needs?
How are the Customer Needs
changing? How will they change
next month?
Next quarter?
Next year?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
Needs Analysis is the basis for the sales process - this act alone places you in the problem from the clients perspective and
point of view,
Is never about your product, your technology. or the code you used. It’s about solving client needs.
Performing Needs Analysis
Does your service, process,
implementation, and economics
address the Customer's Needs?
How are the Customer Needs
changing? How will they change
next month?
Next quarter?
Next year?
E SALESQUALIA
Copyright © 2013 SalesQualia. All rights reserved.
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