I got some great news today- I’ve been selected as the premier vendor on a large global inside sales training initiative. One tiny problem…they haven’t figured out how they are going to fund it. At first I was convinced I have been hanging out with the No-Po and that my efforts had been a waste of time. But no, I was actually with the right buyer, it’s just that they have a limited budget and they need to make it stretch into the next century.
That’s the deal right now is there is money out there but very little of it and it’s got to last. My goal is to help her find more budget within the company by expanding the reach of the service offerings to more people who can benefit and have several kick into it.
The problem most salespeople make is they go after the obvious black and white when it comes to budget. Got budget? or not? When we look for budget in the wrong places it essentially means we are searching where everyone else is searching. So if everyone is searching there- how can anyone find anything.
We must become creative, resourceful, renegades:
1. Purchasing Agents- When is the last time you talking with them? and I know what you are thinking… and who wants to talk with them? You can get so much information from them in terms of their negotiating strategy, if they get promoted based on discounts they get from vendors, what their criteria is for a good vendor, what are win-win agreements they have made with vendors, etc.
2. CFO- Introduce yourself and the value you bring as an organization and service they can invest on and rely on during this time. As a vendor who will not be going anywhere because they have a track record, a vendor who will add value and efficiency in everything they do, a vendor who will give them an immediate return.
3. Operations- Tools are a must-have in this economy and many times they budget for tools which are not being deployed. Have a conversation with someone in that department to understand the major purchases they have made and find the gaps.
4. Product Marketing- R&D is a major financial black hole. They would never agree but there are so many products that don’t get released that they have funding for- who knows what you can scrape up.
5. Read Saleopedia- It’s loaded with relevant and timely content to get you going.
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