Electric Connector Electronics Niche MASTER Constant Contact Template

 

NOTE:  Edit in Word and save as a .htm file

Actual Email in COMPANY

tiainc.net email in EMAIL [firstnamelastname.company@tiainc.net]

 

Warning messages about computer viruses:  Note to Your IT Staff on Antivirus for These Files:  All links below are PDFS, HTML documents or Videos hosted by Screencast.com, reliable… Tom Ingram assocs, sub s corp since… hosted by tierranent … virus free

??? no warnings on htm or html files???

 

See all of our success stories* at www.tomingraminc.com

 

GENERAL EMAIL APPROACH:  SEND 1 SUCCES FROM 3 GROUPS

-        Shorten Sales Cycles, Increase Margins

-        Ingram 18 Outcomes WHAT

-        EXECUTION:  How Elite Teams, Rapid Results instead of Non Performance of Conventional IT 

o   IT Horror Story Updated Research Summary  See (8.3)

 

(Some items require confidential logins – contact us for details)

 

Ingram 18 Sales Technology Outcomes (WHAT)

1)    Shorten Sales Cycles for Complex, High Margin Sales

a)    TE/JD Approach: 

i)      Lean Quoting, esp. Process Mapping, cross-org is key.  Drive time and cost out.  Long term, full support of board and execs required.  Before:  Took 11 Systems, 280 Data Points to add new part number.  After:  3 systems, ??? data points.  Reduced costs by 3% across the board.  Able to Charge Higher Price for Quick Turnaround, especially to high-churn segments (e.g. new model every 6 months)  Frees engineers to do quotes, engineering.  Took 8-10 years to get to Lean org. 

ii)     Digital Engineering:  Digitized ~2 million documents.  Can now search all.  Standardized design packages across platforms, around the world.

iii)   Charge Higher Margins by Quicker Turnaround, especially to high-churn segments (e.g. new model every 6 months)

b)    Mary Twain,

i)      Shortened Sales Cycles from two years+ to 6 Months.

ii)     Grew Sales from $2 Million to $75 Million and IPO in Four Years. 

iii)    Closed 35 of the 42 major pharmaceutical firms in 18 Months. 

iv)    Average sale $75,000 to $3 million+.  Click Here for Details. 

c)     Dick Zell, Closed $5.5 Million Services Sale to Proctor & Gamble  in 60 Days (penetrating new account) Click Here for Details.

d)    Tom Ingram, $10 million sale to Celanese in 60 days.  Click Here for Details.

e)    Hot Lead Process Improvement: $30,000 cost results in $9 Million Expected Gross Profit   Click for Details

f)      Warm Lead Hand Off To Distributor:  $16 Million Sales Gain Expected over 5 Years.  $100 Million+ improvement in Revenue Recognition.  Click for Details

g)    Standardized Call Reports

2)    Increase Margins, High Margin Customers

a)    Scott Clarion, Grew HIGH MARGIN customers from 45% of total to 78%.  Reduced low margin customers from 55% to 22%.      Click Here for Details.

b)      Mike Fairburn, Grew Operating Profit growth from $14 million to $120 million  Click Here for Details.

c)       Rob Glen, Organic Sales Growth over 20%, 10% avg. price increase for commoditized products,

3)    Increase Close Rate

a)    Tom Ingram, 15/5/3/1 Discipline Results in $6.5 Million Sold in 30 Months:  Proof that close rate can be improved to 15 Qualified Approaches = 5 Net Meetings = 3 Proposals = 1 Sale* Click Here for Details

4)    Increase Quality / Quantity / Qualification of Leads

a)    Massive Prospect List Needs Qualification   Another Massive Lead Prospect List    Failed Efforts to Qualify the List

b)      Pipeline Sales Activity Time Tracking (same as 4c OK)

c)       Focus and Urgent Compelling Need Meter   (same as 4b OK)

d)      Sales Activity Pipeline System Resulted in $6.5 Million Sold, 30 Small Sales, in 2 ½ Years (Emails, Letters, Calls, Net Meetings, Face to Face Meetings, Proposals.  590 Leads Forecast at $11,668,000 Qualified, Tracked and Closed

5)      Increase Direct Sales, Decrease Sales through Resellers

a)    Increase Sales to Smaller Customers:  Sales Activity For Small Sales Resulted in $6.5 Million Sold, 30 Small Sales, in 2 ½ Years (Emails, Letters, Calls, Net Meetings, Face to Face Meetings, Proposals.  590 Leads Forecast at $11,668,000 Qualified, Tracked and Closed)   

6)    Increase Sales from Customer Service

a)    360 Degree View of Customer:  Sales/Service Agent Knows Entire Picture of Customer’s Business Before Answering the Phone or Chat.  Click for Summary Click for Dreamforce Presentation  Click for Key Wireframe   Dreamforce Presentation, (see slides 36,37)

b)      Increase Sales from Account Managers and Customer Service People

7)      Reliable Sales Forecast

a)    Operations Impact Understood

8)    Configure, Price, Quote, Estimates, Proposals: 

a)    Process Problem - Complexity:

i)      e.g.1 Before    After 

ii)     e.g. 2 Before  After

b)    Service Cloud / Case Tool solution to preparing complex quotes, enforced deadlines

i)      Video Example Email to Case Easy (confidential login)  Highlights:  Email creates case, Email Notifications, Owner opens  1:15-2:10  Screen simplified, optimized for owner 3:00-4:00

ii)     Video Due Date / Time Enforced with SLAs (confidential login) Highlights:  Support Level 00:30, Create Case 1:45  Initial Deadline Set 3:35-4:10  Email Notices Sent, Escalated When Deadline Missed 4:10-50  Watch Deadline Tick Down 10:25 (confidential login)

c)     Turn around time

i)      Reduced from 5 Days to 1 1/2 Days Through Process Improvement*  CLICK for Case Study  (before on pg. 1, after on pg. 3)

d)    Best close rate: 

i)      15/5/3/1 Discipline Results in $6.5 Million Sold in 30 Months:  Proof that close rate can be improved to 15 Qualified Approaches = 5 Net Meetings = 3 Proposals = 1 Sale* Click Here for Details

e)    Least labor cost, mistakes, liability:  Removed 250,000 Possible Customer Service Mistakes and  Saved $7.5 Million over Three Years* CLICK for Case Study

9)    Catalogs, Price Lists, Spec Sheets, Success Stories, Customer Buying History, etc.

a)    Online / Web Site

i)      Basic Parts Catalog – Anonymous, no sign in:  www.te.com

(1)   Example:  Products > connectors > Audio & video connectors > Circular DIN Connectors > configuration screen > show TE part # 5212045-1 > click for drawing or Add to Cart

ii)     With Sign-In (customers with accounts, confidential, cannot show)

iii)    Advanced:  Hot Lead Process Improvement: $30,000 cost results in $9 Million Expected Gross Profit   Click for Details see BEFORE, AFTER

iv)    Super Advanced:  360 Degree View of Customer:  Sales/Service Agent Knows Entire Picture of Customer’s Business Before Answering the Phone or Chat.  Click for Summary Click for Dreamforce Presentation  Click for Key Wireframe   Dreamforce Presentation, (see slides 36,37)

b)    Normal Sales Support

c)     Success Stories:  How To Make Our Value Tangible

10) Special Needs

a)    Order Entry / Processing

i)      Visual Order Tracking My Action Items Gantt Chart

b)    Big Deal Tracking

i)      Big Sales Tracking Sophisticated Reports CLICK for Video (takes a few moments to load)

c)     Cross Selling

11) Campaigns, Special Events, Promotions

a)       Email marketing and click through tracking Example 1

b)      Best Click Through Results in 24 hours

c)       Campaign discipline to measure, incent focus on list of prospects

12) Resellers:  

a)    Lead Handoff 

b)    Self-Ordering  www.te.com   Example:  Products > connectors > Audio & video connectors > Circular DIN Connectors > configuration screen > show TE part # 5212045-1 > click for drawing or Add to Cart

c)     Storefront Sites  Create same for your distributor www.te.com  

d)    Offload Commodity Sales, Service Support – see 360 Degree View of Customer: Click for Key Wireframe – think through what offload  

13) Customers:   

a)    Self Service:  see 360 Degree View of Customer: Click for Key Wireframe – think through what offload  

b)    Self-Ordering  Self-Ordering  www.te.com   Example:  Products > connectors > Audio & video connectors > Circular DIN Connectors > configuration screen > show TE part # 5212045-1 > click for drawing or Add to Cart

c)     Q&A, Sales Support:  Click for Knowledge Workflow.    See also rapid creation method from case.

d)    Day in the Life, Customer Sites, Make It Easy for Customer to Buy (training for customer web sites, rolled out to 100+)

14) Know Your Margins (Existing and Possible New Segments)

a)    Knowing Margins in Segments, Growth?  How Fast?

i)      E.g. growing Power at GDP (2-3%) makes sense

ii)     E.g. other segments – much faster – more risk

iii)    Capital Allocation:  What businesses keep, jettison?

b)    Customer P&L, Cost to Serve

i)        Customer P&L, Only Possible with Time Tracking

c)       Services Costing, Time Capture for White Collar Labor

i)      Time Capture System

ii)     Time Study Summary 14 Projects

iii)    See more advanced Time Capture from GSEC case

15) Sales Support Processes: 

a)    Contracts  Standardized Sales Contracts, Statements of Work, Change Orders  (see pages 3, 5, 14)

b)    Credit 

c)     Territories

d)    Commissions

e)    Expenses

f)      Hand Off to Operations

i)      Hi Tech auto parts, damage, insurance services firm uses Salesforce Cases to send instructions for complex services setup Case Click Here (unusual circumstances – client in trouble – illustrates need for adequate margins.)

ii)     Video Example Email to Case Easy (confidential login)  Highlights:  Email creates case, Email Notifications, Owner opens  1:15-2:10  Screen simplified, optimized for owner 3:00-4:00

iii)    Video Due Date / Time Enforced with SLAs (confidential login) Highlights:  Support Level 00:30, Create Case 1:45  Initial Deadline Set 3:35-4:10  Email Notices Sent, Escalated When Deadline Missed 4:10-50  Watch Deadline Tick Down 10:25 (confidential login)

iv)    Massive, Advanced Case and Operations:  Click for full technical case

16) Mobil Device / Telephone / Chat / Email Integrations

a)     Telephone Case CTI Omnichannel Routing Release A 

b)     Add Incoming Chat WeChat Case Routing Release B (advanced)

c)      Add Incoming Web Form Lead Follow Up Case Skill Based Routing Release C  (advanced)

17) Execution, Rapid Results Keys (HOW): 

a)    Alternative to Conventional IT Failures: 

i)      Process First

(1)   Quoting, Pricing process reduced from 180 steps to 73, consolidated 18 acquisitions to single process, $40 million sales gain over five years  Before  After

(2)   Hot Lead process reduced from 40 steps to 5 steps.  Results in $9 Million Expected Gross Profit gain over five years  Click for Details (see Before and After)

(3)   Order / Quote to Fulfilment Reduced from Five Days to 1 ½ Days   Click for Details

ii)    Elite Team, Rapid Results

(1)   Turned around computer project in trouble, sold $10 million new project to Celanese in 120 days  Click for Details

(2)   $5.5 million sale to Procter & Gamble in 60 days (while also selling $6.5 million in 30 smaller sales over 2 ½ years)  Click for Details

iii)   Technical Excellence 

(1)   $216 Million Gross Profit Gain Expected Over Five Years from Salesforce project Click for Details

(2)   Saved $2.25 million in laborimproved internal customer service 400%freed up $5 million+ in cash over 5 years.  Projects completed in 120 days

b)    Minimum Clicks for Sales

i)        Sales Person Buy In Record Keeping 5 Clicks or Less Per Contact PART 1      

ii)       PART 2 Outlook Easy Integration

c)       BUY-IN from sales, product management, marketing, service

i)        1/0 Sales Rep Self Management Best of the Best

 

 

 

Tom's Seven Big Questions for Selling Complex, High Value Work

 

1. "We do great work for our clients.  They love us.  Why is it SO HARD TO SELL NEW WORK?

 

2. "How can we get away from this INSANE PRICE COMPETITION?"

 

3. "How can we COMPETE ON SOLUTION VALUE and business results instead of just price and technology?"

 

4. "How can we BECOME A VALUED PARTNER instead of a commodity - continually beat down on price?"

 

5. "How can we SHORTEN SALES CYCLES?"

 

6. "How can we get appointments with BUSINESS SIDE EXECUTIVES?"

 

7. "How can we increase our WIN RATIO WITH RFPs?"

 

 

*Success stories, client quotes, estimated costs and benefits, names, faces, etc. are derived from actual projects but may have been altered for simplicity, teaching purposes or to protect confidential information.  Names are disguised to maintain privacy.