Ep.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:

  • How implementation plans factor into the four major stages of an enterprise level sales (spoiler – they’re a big factor).
  • When you should start to bring up your implementation plan with a prospect and how you can use this process to evaluate where you are in the sales cycle and push the sale forward.
  • Some of the pros and cons of the world of implementation plans and how effectively using an implementation plan can help you deal with detractors at the prospect company.
  • How to alleviate the prospect’s fear of implementation of your product by having great checklists to help reduce risk.
  • How talking about implementation plans with a prospect let you know if they are actually going to become a client.

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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