John Benson, vCSO, Sales Strategist

Potential Ares of Work | Peterson Technology Partners

Initiative 1
Sales Team Skill Development | Script-based practice

Develop and deploy a cogent program to conduct script-based practice of selling messaging and segments of sales calls. Examples of dialog segments to standardize, script, and develop top skills in:

• PTP company history and differentiators
• Placement process approach and differentiators
• Rep personal description and business value differentiators
• Deal dev next steps

Step 1: Development of CSO/CEO approved standard selling language “storylines”. These are formally written blocks of content sized according to complexity of message

Step 2: Define dialog accompaniers; i.e. list of standard qualification questions to ask or request for information on contacts of useful nature.

Step 3:  Conduct JHB-led 1:1 role play and on-phone work, with recordings, to drill each AE  Typical practice time 3 back-and-forth sessions.

Step 4: Check-off call with CSO/CEO

BENEFITS

• Consistent best practices and best-impact messaging is delivered
• Rep communication skill increase
• High probability of effective communication and downstream gains.

SCOPE-COST

Cost:  $75 per hour work.  (This is not advanced c-level work).

Scope:

• Practice work: 3-5 hours per rep. With five AEs:  15 to 25 hours (total practice time).
• Preparation work: development/refinement/QA of script blocks (if requested).
• Back end work:
  • Cataloging of scripts in One Drive with library function for management and later use.
  • Recommended: 1x per month review call to insure Rep content usage.

ATTACHMENT 1

Explains the general nature benefits derived from this initiative.

Initiative 2:
Sales Analytics | Descriptive, Diagnostic, Comparative, Predictive

Salesforce and other CRMs produce styles of sales analytics. There are manual methods that can be codified into SOPs that produce vastly more granular analysis that is actionable by management. CRMs report “what has happened” (descriptive). This work is focused on Diagnostic, Comparative, and Predictive analytics.

• Physical communications volume and adherence to patterns/cadence
• Early funnel-step analysis: results metrics, such as meaningful meetings, next-steps to deal dev
• Results created by other modalities of communication (i.e., email, Pete and Gabbi
• Late funnel-step analysis: results metrics, such as proposals issued, close ratel financial value production (diagnostic)
  • For purposes of cross-rep comparison (comparative)
  • And purposes of forecasting revenue vis-à-vis activity basis (predictive.)

Step 1: Determine analytics results of desired nature;  identify their actionable value and actual use (175)

Step 2: Trace backwards to identify data sources; create a data collection infrastructure (typically Excel sheets, often with programmatically sent data (by AEs) (175)

Step 3:  Conduct 1x data collection (2 week trial period) from one AE; conduct analytics; present-discuss-refine (175)

Step 4: Expand to all AEs for pilot period (75)

Step 5: Train low-cost staff resource to conduct analytics by SOP; JHB continues to be the summary/reporting point (75)

BENEFITS

• Real-time analysis available to identify low-high performers
• Diagnostic: activity-level intervention if need be
• Comparative: enables capability to identify high-performing rep behavior and transfer
• Predictive: enables management to predict months/quarters probable rep activity outcomes given a stable sales eco-system

SCOPE-COST

$175/hour: definition of analytics framework
$75/hour: navigation of the framework to produce analytics

Scope:

• Indeterminant at this point in time
• A scope-based proposal can be provided after 2 hours of discovery calls with CSO and perhaps the pilot rep
  
  

ATTACHMENT 2

Explains the general nature benefits derived from this initiative.

Initiative 3
BDM for George | Recruiting Assistance; Selling Eco-system Ramp Up

Georges c-level selling position and the incumbent BDM partner position directly mirrors my selling infrastructure ’90 to ’94. Partner-based selling with an assertive sales hunter partnered with different flavors and iterations of George-like personalities (essentially c-level SMEs and CIO-ish players) was our natural model at Business Systems Group.

I can bring broad-ranging assistance to PTP in all areas of ramp-up for a two-person-team-selling ecosystems.

BENEFITS

• Increase in revenue production
• Massive increase in George’s connectivity leverage
• Reduction in CSO workload
• Replication and transfer to CEO-selling ecosystems

Step 1: Recruit/hire correct resource

Step 2:  Outline SOPs for two team interaction (focus: who-does-what in full sales lifecycle)

Step 3:  Outline granular activity plan for BDM-driven prospecting

Step 4: Conduct BDM training (scripts, use of sales IT, etc.)

Step 5: Deloy BDM activity

Step 6: Conduct formal 1x-ever-two-week granular review of activity (first 2 months)

Step 7: Conduct forma 1x-a-month granular review of activity (months 3-6)

SCOPE-COST

$175/hour: work in Steps 1-4
$75/hour: work in Stepps 6-7

Scope:

• Indeterminant at this point in time

A scope-based proposal can be provided after 1 hour of discovery call with the CSO and CEO. One approach and time frames discussion call with Geroge: highly recommended.

My experience in team selling in this style of sales ecosystem will deliver rapid advances and highest productive outcomes for this team-telling approach.

Initiative 4:
Pete & Gabbi Script Development | Quality Assurance

P&G is being aggressively deployed in multiple scenarios and for all the AEs. Their deployments are SDR_101 and BDR_101 communication styles augmented by the reality a bot is conducting the verbal transactions. Regarding proactive sales call communications (i.e. cold calling up to AE twin communications) – we are breaking new ground.  Research indicates only one other firm in industry has a SaaS-based solution currently under significant deployment.

I am a subject matter expert in developing human SDR and BDR scripts; this is multi-year practice area of effort and results observation.  In usual measure, my script work and commensurate training increases SDR-BDR outcome effectiveness by 50% to 100% above intra-client attempts at scripting. This is based on descriptive analytics data compilation of real-world results. I project the same is possible with P&G script preparation and QA checks of final bot deployment.

Steps

Step One: Identify current scripts in use by reviewing phone call verbal dynamics

Step Two: evaluate the call and spoken words by virtue of a standard score card with axis of qualitative measurement jointly defined by JHB/PTP

Step Three: revise/create selected Scripts (or review new proposed Scripts

Step Four: perform quality assurance checks and sales rep acceptance SOPs

BENEFITS

• Increase in meaningful meeting production
• Increase in AE sales efficiency
• Downstream improvements in P&G deployments at PTP clients
• Potential SOW-based work (for profit to PTP for allocation of my consulting time/skills with PTP clients.
  
  

SCOPE-COST

I view this as $75 per hour work.

Attachment 1

Importance of Sales Script Practice

Introduction

Practicing sales scripts can significantly enhance a sales team’s effectiveness. Through regular rehearsals, sales representatives can refine their communication skills, ensuring they convey key messages clearly and persuasively. It also helps them anticipate and handle objections confidently, leading to smoother interactions with potential clients. Moreover, a well-practiced script fosters consistency across the team, which can improve the overall customer experience and strengthen the company’s brand identity.

Best Practices for Skill Development

One of the best methods to practice sales scripts is through role-playing exercises. This technique allows sales representatives to simulate real-life scenarios with colleagues, providing an interactive and practical way to apply and refine their scripts. Role-playing not only builds confidence but also helps identify potential areas of improvement by receiving constructive feedback.

Additionally, recording these sessions can be beneficial, as it allows individuals to review their performance and gain insights into their communication style and effectiveness. Incorporating regular role-playing sessions into training programs can lead to a more skilled and cohesive sales team capable of delivering stellar performances.

Attachment 2

Importance of Sales Analytics

Introduction

Sales data analytics involves analyzing sales data to gain insights and make informed decisions. It includes various types of analytics such as descriptive, diagnostic, comparative, and predictive. Descriptive analytics helps in understanding what has happened, while diagnostic analytics identifies the reasons behind certain outcomes. Comparative analytics allows for cross-rep comparison to identify high-performing behaviors, and predictive analytics helps in forecasting future sales outcomes based on current activities.

Benefits

The benefits of sales data analytics include real-time analysis to identify low and high performers, activity-level intervention if needed, and the ability to predict probable sales outcomes. This enables management to make data-driven decisions, improve sales strategies, and increase revenue.

Attachment 3

Best Practices For Team Selling

Summary

The most important best practice is to develop, embed and constantly monitor a SOP-based interaction protocol between the Snr. and Jr. sales resource. With this, a fluidity of sales activity and harmonious selling ecosystem will develop. Team selling in this environment has been shown to increase Snr. sales resource by 100% to 300% based on past experience.

1. Script-Based Practice: Develop and deploy a program for conducting script-based practice of selling messaging and segments of sales calls. This includes creating standard selling language “storylines” and defining dialog accompaniers like standard qualification questions. Regular role-playing exercises can help sales representatives simulate real-life scenarios, build confidence, and identify areas for improvement.
2. Sales Analytics: Utilize sales analytics to gain insights and make informed decisions. This involves descriptive, diagnostic, comparative, and predictive analytics to understand what has happened, identify reasons behind outcomes, compare rep performance, and forecast future sales outcomes. Real-time analysis can help identify low and high performers, enabling activity-level intervention if needed.
3. Team Interaction SOPs: Outline Standard Operating Procedures (SOPs) for team interaction, focusing on who does what in the full sales lifecycle. This includes granular activity plans for prospecting, training, and regular reviews of activity.
4. Sales Script Attributes: Ensure that sales scripts are clear, concise, well-structured, and allow for personalization. They should articulate the value proposition, incorporate questions for engagement, handle objections confidently, and promote consistency across the team.

Benefits:

• Consistent best practices and impactful messaging.
• Increased communication skills and effectiveness.
• Real-time analysis to identify and improve performance.
• Enhanced customer experience and stronger brand identity.

Attributes of an Effective Sales Script | Pete & Gabi

Introduction

An effective sales script is a vital tool for any sales team. It serves as a blueprint for engaging with potential clients, ensuring that key messages are communicated clearly and persuasively. The attributes of a well-crafted sales script can make a significant difference in the success of sales interactions and the overall performance of a sales team.

Clarity and Conciseness

One of the most important attributes of a successful sales script is clarity. The script should use clear and straightforward language that is easy for the sales representative to deliver and for the client to understand. It should avoid jargon and overly complex sentences. Conciseness is also crucial; the script should be concise, delivering the key points without unnecessary elaboration.

Structure and Flow

A well-structured sales script follows a logical flow, guiding the conversation smoothly from introduction to closing. It begins with an engaging opening that captures the client’s attention, followed by a clear presentation of the product or service’s value proposition. The script should anticipate potential objections and provide responses that address these concerns effectively. Finally, it should include a strong closing statement that encourages the client to act.

Personalization

An effective sales script allows for personalization and customization based on the specific client’s needs and preferences. While the core message remains consistent, the script should be flexible enough to adapt to different scenarios and client personalities. Personalization helps in building rapport and making the interaction feel more genuine and tailored to the client’s unique situation.

Value Proposition

The script must clearly articulate the value proposition of the product or service being offered. It should highlight the benefits and features that set it apart from competitors and explain how it addresses the client’s pain points or fulfills their needs. The value proposition should be compelling and convincing, making it clear why the client should choose this product or service.

Questions and Engagement

Incorporating questions into the sales script is essential for engaging the client and understanding their needs better. Open-ended questions encourage the client to share more information, which can help the sales representative tailor their pitch more effectively. Engaging the client in a dialogue rather than a monologue makes the interaction more dynamic and interactive.

Handling Objections

A comprehensive sales script prepares the sales representative to handle objections confidently. It should include responses to common objections and concerns, providing factual and persuasive arguments that alleviate the client’s doubts. Being prepared to address objections smoothly can prevent the conversation from stalling and help move towards a positive outcome.

Consistency and Branding

A well-practiced sales script promotes consistency across the sales team. Consistency ensures that all representatives convey the same key messages and uphold the company’s brand identity. This uniformity can enhance the overall customer experience and build a stronger brand reputation.

Conclusion

An effective sales script is a blend of clarity, structure, personalization, and adaptability. By focusing on these attributes, sales teams can enhance their communication skills, build stronger relationships with clients, and achieve better sales outcomes. Regular practice, such as role-playing exercises, can further refine the script and ensure that sales representatives deliver their pitch with confidence and effectiveness.

Attachment 4

AI Voice Bots

From This Document

The document mentions an initiative called Pete & Gabbi Script Development | Quality Assurance. This initiative focuses on developing and deploying AI-powered sales voice bots for proactive sales call communications, such as cold calling and AE twin communications. The goal is to create effective scripts for these bots, ensuring they can handle verbal transactions efficiently. The steps involved include identifying current scripts, evaluating calls, revising, or creating new scripts, and performing quality assurance checks.

From the web:

VoiceGenie: This is a generative AI-powered voice bot designed for sales automation. It can reach out, understand, and respond to buyers empathetically, like a human salesperson. VoiceGenie automates lead qualification and follow-ups, creating personalized sales interactions and handling objections effectively.

Bland AI: This platform automates both inbound and outbound phone calls using conversational AI. It uses advanced natural language processing to create human-like interactions, making it ideal for customer service, appointment scheduling, and sales calls.

IVR BOT: This tool allows you to create AI-powered voice call agents that sound and behave like real people. These agents can handle phone calls 24/7 with human-like voices and intelligent speech detection for realistic customer interactions.

Perspective

PTP has a lead of between 6 months and 1 year until IT consulting companies GALORE adopt AI voice bot technology. It will become common, and second nature to get prospecting calls from these bots. (Whereas now, they are somewhat of a curiosity and that alone can induce call recipients to list).

In tandem with this project, I will send a proposal shortly to deploy P&G nationally to the extent budget and capital is available – and suggest we view this exactly as it is.

A six-month to at most two year window to strike when we have maximum advantage to gain massive growth potential and before this tactic is replicated until the point we are sick of being called… by voice bots.