inflection point introduction

04/11/23Inflection Point, LLC

Creating the Model for a Sales Driven Company

04/11/23Inflection Point, LLC

What is the Function of Sales?• Develop Relationships which lead to customer confidence• Obtain Information to enhance competitive position• Gain Commitments• Maximize Share

• All other activities are superfluous!– Wrestling through inefficient sales

and reporting tools– Answering the same questions

to all stakeholders– Monthly searching for transfer business

• Sales is an art, a science, and a discipline; let’s treat it as such.

04/11/23Inflection Point LLC

What is Optimum?

• More face-to-face sales call• More effective sales calls that meet and exceed your

client’s expectations• Higher closure rates• More revenue• Higher satisfaction of your clients• Higher market-share


Today’s Situation• We know all too well the situation ….. Tremendously Difficult

Economy, uncertainty, moratorium on spending and investment• However, regardless of macro economic conditions – business

happens• You can close a disproportionate amount of the available

business through intelligent sales productivity disciplines

• Now is the time to be proactive, not reactive “Cutting Sales Cost, not Revenue” McKinsey, March ’09. “Courageous companies can use the downturn to make their sales operations not only less expensive but also more effective.”


Today’s Situation Cont.• Majority of business requires face-to-face interaction

– Sales professionals need tools, business process and infrastructure that supports best practices and minimizes or eliminates admin overhead.

• Decision makers primary complaints of sales professionals include– Lack of technical knowledge– Incorrect information– Inability to offer the right resources– Failure to follow-up– Taking time to explain the client’s

business – training the sales person• Resulting in business lost not by price, but by lack of preparation

and perceived difficulty in doing business


Solution Velocity• Reducing the time to Yes

– Access to right people – the decision makers, the approvers and the influencers

– Focus on the right opportunities• High quality opportunities• Profitable opportunities • Winnable opportunities

– Best tools and business processes• Removing irrelevant information

and effort– Best value up front– Prompt information and answers to questions


How?• Return of at least 10 hours per week to each sales professional for

effective face-to-face sales interactions.– Increase your sales force by 25% or more with no additional resources– Optimized sales tools, sales business processes, sales services and sales

process that models best practices and minimizes or eliminates administrative overhead.

• Information Entitlement– The right information, to the right people, at the right time – before, during

and after the sale– Worldwide design influence tracking– Worldwide channel independent

reporting that matches design to production– Holistic customer views from opportunity to end of life

• Funnel Health– A pipeline that supports growth with winnable, high quality opportunities


Initial Area of Focus

• Activity management– Sales professionals perform as many as 39 separate types

of activities per day– Top performers focus on 8– Middle performers focus on a different 6– Evaluation of activity versus focus often results in 5 hours

per week in unproductive, urgent but of minimal impact activities


Move the Curve to the Right

Numberof People

Effectiveness

Core Hi Performers


Recommendation

• Evaluate activities– Develop infrastructure to mitigate low value activities and allow focus

on high impact activities – model the top performers.• Evaluate the sales process

– Is it known, repeatable, and designed to achieve the desired results?• Evaluate business process

– Is the business process supportive, neutral or interfering with sales closure?

• Evaluate the sales infrastructure– Enhance, hinder or neutral to

productivity?

Implementation and Adoption

• No business process changes, sales tools deployments, sales services or any recommendation will survive after implementation unless it is a condition of employment or it is accompanied by a detailed, logical, and inviting implementation and adoption plan.

• Inflection Point uses detailed implementation plans that address the holistic integration of the tool, process or service.

• Inflection Point uses a highly effective adoption program that invites, stimulates, sometimes amuses but insures your investment.


Results Guaranteed

• Your customers demand quality and reliability in your goods and services.

• You should demand the same from your partners.• Inflection Point stands behind its service.

– If you are not satisfied with our service – there is no charge. – If we fail to deliver on our claims – there is no charge.


Why Howard Hodges• 20+ years experience in sales, sales leadership, sales operations,

and sales productivity– Created the Office of Sales Productivity at a Fortune 500 semiconductor

company (TI)– Charter Member of the Sales Operations Excellence Center, a practice of the

Corporate Executive Board– Increased sales efficiency by >25%– Created, implemented and/or deployed worldwide a variety of sales

infrastructure systems including channel independent reporting (a global transfer business tracking system), account aliasing, lead management, technical information management, communication management, commission management, sales tool integration and sales support services

– Managed the Americas Rep network– Managed a Global Account Team that produced $300M annually


Why Howard Hodges cont• Passionate about the art and science of sales and the discipline

of sales operations• Ability to evaluate, recommend and implement sales solutions

that work• Practical experience in all phases of sales and sales

infrastructure– Sales process development and training– Sales management and coaching– Territory management and customer segmentation– Infrastructure creation,

implementation and deployment– Integration of sales models

(direct, rep and distribution)– Integration of sales forces– Information creation and deployment

• BS Engineering and MBA

Inflection Point: The point at which the shape of the curve changes sign. Our

purpose is to introduce strategies, tools, and services that accelerate your revenue, profit, and market share upward, beyond market forces.

Your success is our passion.

Everyone Wants To Play In The Sales Sandbox

Prospecting programs

Sales guides and

playbooks

Competitive intelligence and

positioning

Differentiation strategy

Executive selling skills

and aides

Case studies and reference

programs

Thought leadership and Influence

program

Sales knowledge management

(portal)

Portfolio certification programs

Capability demos/ subject matter

expertise

Demand generation and

lead management

Solution presentations

Collateral

Client-facing tools

Sales communication

s

Account scoring and qualification

Portfolio packaging

and training Community marketing

Territory planning and coverage models

Account segmentation and targeting

Business case and ROI

proof

Seminars and events

Sales automation

Credibility and credentials

Win /loss analysis

Account discovery

and strategy

Sales methodology and training

Proposal and oral presentations

Sales messaging and positioning

Sales People Are The “Tip Of The Spear” For B2B

Our Framework – A P&L of Sales People