5 secrets to better sales prospect engagement
Post on 21-Oct-2014
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DESCRIPTION
Ever wonder why some close more sales than others? This presentation shares the keys about why it's more than just your personality! Sales consultant and expert Dave Stein, the CEO of ES Research shares what it takes to win more business.TRANSCRIPT
5 Secrets to BetterSales
Engagement
#5SalesSecrets
5 Secrets to Better Sales Engagement
Dave SteinCEO, ES Research
Stefan GassCMO, Tellwise
Conrad BayerCEO, Tellwise
#5SalesSecrets
What are the top challenges that you see sales reps face today?
5 Secrets to Better Sales Engagement
#5SalesSecrets
First: Walmart 2008 Today
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Buyers Have the Upper Hand
Source: ES Research Group, Inc.
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Apples and Oranges
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Second, Third, and Fourth?
Photo source: TheCenterforSalesStrategy.com
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How does the ‘Highly Informed Buyer’ changing today’s sales
cycle?
5 Secrets to Better Sales Engagement
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What’s Different
Starting research much earlier, on their ownOften have a buying processWant access to SMEs (through sales people)Thought-leaders can gain and maintain access
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What is the importance of having the right sales assets
(e.g. blogs, white papers, case studies)
5 Secrets to Better Sales Engagement
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Content Rules!
Identify buying paths Identify buying personaeWe know what they are interested inNurture/support customer through decision process
So… Where is that content?
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What is the right role for technology to take in today’s
sales environment?
5 Secrets to Better Sales Engagement
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Sales Enablement
Many toolsHype cycleWe like Sales Process Automation solutions
The TAS Group’s Dealmaker White Springs Revegy
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What is your best advice for salespeople?
5 Secrets to Better Sales Engagement
#5SalesSecrets
Three Imperatives for Salespeople
Financial/business acumenPolitical sellingLearn how to barter your assets
#5SalesSecrets
Can salespeople maximize the value of their time with
prospects?
5 Secrets to Better Sales Engagement
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Research
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How can salespeople become a trusted advisor to their
prospects?
5 Secrets to Better Sales Engagement
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Earning Trusted Advisorship
Integrity CompetenceFoundationfor TrustedAdvisorship
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QUESTIONS?
5 Secrets to Better Sales Engagement
#5SalesSecrets
Today’s Homework Assignment!
Think about your current sales pipeline and determine how you can put Dave’s advice into practice
Sign up for a free sales effectiveness consultation with one of Tellwise’s sales experts By email Or tweet #5Salessecrets
#5SalesSecrets
Thank you!
Stefan [email protected]
Conrad Bayer
5 Secrets to Better Sales Engagement