The Sales Podcast - #8 – “Implementation Planning.”
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In this episode, Scott and Robert discuss the importance of discussing the implementation plan for your product with your prospective new client both early and often. Key areas we cover are:
We hope you enjoy the podcast and would greatly appreciate feedback! Any suggestions on future topics you would like to hear covered and/or podcast guests you’d like to hear would be great! Enjoy!
Podcast Notes
01:50 – What are implementation plans and how are they used.
02:15 – The four major stages of an enterprise sale.
03:13 – When to start thinking about implementation planning and start talking about it with a prospective client.
04:45 – What happens after a client says, “Yes.”
06:32 – How to use Implementation planning to help in the sales process in general.
11:00 – The pros and cons of implementation planning using different approaches.
16:08 – How a good implementation plan helps a purchaser deal with detractors within a company that may not want to implement your product.
18:30 – How to handle using third party implementation planning consultants, when you and your prospect have your own preferred processes.
20:58- How to avoid being blamed when a process doesn’t happen, by documenting your interactions.
21:43 – As a startup, you need to own the implementation process and avoid Outsourcing.
23:20 – Defining the success of your implementation plan.
27:00 – How to alleviate that fear of implementation planning.
32:38 – Having a checklist to help reduce risk.
34:27 – Software that helps with collaboration.
36:50 – The biggest piece of advice when it comes to implementations plans.
39:00 – How to think and qualify if a prospect is actually going to become a sale.
Resources mentioned or related to this podcast