MaxTV®
Sales Training & Prospecting Seminars
CLICK HERE FOR A SAMPLE AGENDA

Kinetic Information’s Sales Training & Prospecting Seminars shorten your sales cycle by teaching your salespeople and business partners how to help prospects balance the economic, process change, and communications requirements associated with their new systems purchase … and sell into the strategic context thus created. Featuring rock-solid research results and actual case study examples, these Seminars provide real-world insight into the leading customer issues of the economically- challenged climate of the day, and can include independent collateral for your reps to distribute to prime the pump for new and add-on sales.

Shorten Your Sales Cycle
One of the great frustrations about selling ERP and other enterprise solutions is the time it takes to close a sale! At first, the process whizzes right along as customers enthuse over the efficiencies their new system offers, but it then slows to a crawl as people realize just how complex their integration and change management tasks are going to be.

Eventually – sometimes as  much as six … eight … even ten months later – most prospects do come back to the table, but there’s not much you can do in the interim except stay visible so the conversation can resume when they do.

Why does this happen? Because many customers today have been brainwashed into thinking that economic metrics – especially ‘return on investment’ and ‘total cost of ownership’ – are the only critical measures of system value, and they freeze solid when they discover they’ve got to deal with process change and communications issues as well.

Avoiding this paralysis means alerting customers early to the fact that they’ve got three factors to weigh when making a purchase decision … and then demonstrating how your solution provides Maximum Total Value (MaxTV®) on all three levels.

How much faster could you close sales if you worked closely with customers to maximize total value? How much more strategic would your relationship then become, and how much easier would it then be for customers to buy from you and not someone else?

Don’t wait to find out. For additional information, or to discuss the potential MaxTV® has to accelerate your business, please call Steve Weissman today at 781.893.4690, or e-mail him at [email protected].

Sample Agenda
Module 1: The Enterprise Customer, 1999-2000

  • Under Pressure, Over Budget

    •    - Politics, Baggage, and Religion
       - Y2K, e-Business, and the Web
  • Confusion on the Supply Side

    •    - Vendors, Vendors Everywhere
       - Living with Functional Convergence
  • Looking for Value (In All The Wrong Places)

    •    - Leveraging Infrastructure and Experience
       - Beyond ROI and TCO Lies … MaxTV®!

    Module 2: MaxTV® in Context

  • Defining MaxTV®

    •    - The MaxTV® Triad: Economics, Process Change, and Communication
  • Value as a Sales Tool

    •    - Shortens Sales Cycle, Time to Commission
  • Relevance to the Customer

    •    - Fosters Quick and Quality Purchase, 
         On-Time and On-Budget Implementation

    Module 3: Drilling Down

  • Economics

    •    - including Investment, Return, Lifetime Costs
  • Process Change

    •    - including Reengineering (for Discrete Process Innovation) and 
         Quality Management (for Continuous Process Improvement)
  • Communications

    •    - including Relationship Management (e.g., Customer Satisfaction,
         Employee Empowerment, Partner Inclusion) and Learning &
         Knowledge (e.g., Education, Collaboration, Leveraging of 
         Intellectual Assets)

    Breakout #1: Lessons by Counterexample

  • Discussion Point: Recent Experiences with Difficult Prospects
  • En Masse: Describe Recent Experiences as Examples
  • Breakout: List Recent Experiences, Identify Common Themes,

    •    Tie to MaxTV® Issues, Brainstorm MaxTV® Responses
  • En Masse: List Collection of Themes, MaxTV® Issues, 

    •    MaxTV® Responses

    Module 4: MaxTV® in Action

  • Customer Stories

    • Module 5: Knowing What You Know: The MaxTV® Worksheet

  • Economic Calculator

    •    - Leverage Existing Functionality and Skills
  • Process Diagram

    •    - Consider Known Reporting Relationships and Work Styles
  • Communications Map

    •    - Factor in Who Talks to Whom

    Breakout #2: Applying What You Know

  • Discussion Point: Prospect Scenario
  • En Masse: Outline a Customer Situation
  • Breakout: Discuss MaxTV® Responses, Outline Two Actions 

    •    per Category
  • En Masse: List and Discuss Suggested Actions
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