9 master disciplines of effective technology sales

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9 Master Disciplines of Effective Technology Sales SoftwareSalesSchool.com

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Have You Mastered the Field, Rules, and Tactics of Effective Tech Sales?There are 9 Disciplines to conquer.

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9 Master Disciplines of Effective Technology Sales

Field of Business

COMPANIES

CUSTOMERS

COMPETITORS

Rules of Advantage

ASSETS

ACTIVITIES

VALUE

Tactics of Sales

TRUST

PERSUASION

DECISION

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Business

Q: Why Do Markets Exist?

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Business

Q: Why Do Markets Exist?

A: Companies Create Value for Customers Against Competitors.

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(YOUR CUSTOMER)Why should your customer change their strategy, focus, or goals?

Focus on them before you.

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CUSTOMERS(THEIR BUYERS)Why would their end buyers spend more money with them?

Be strategic partner for them.

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RSWhy are competitors susceptible to your recommended moves?

Share competitive opportunity analysis.

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Advantage

Q: How is Advantage Created?

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Advantage

Q: How is Advantage Created?

A: Leverage Assets to Drive Activities that Produce Value.

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ASSETSHow could your customer best leverage their existing assets?

Understand what's not working.

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ACTIVITIESHow should your customer optimize workflow productivity?

Document productivity gains.

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VALUEHow would the new combination of assets and activities produce value?

Map out business outcomes.

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Tactics of Sales

Q: What Wins B2B Technology Sales?

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Tactics of Sales

Q: What Wins B2B Technology Sales?

A: Build Enough Trust to Allow Persuasion Towards Decision.

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TRUSTWhat personal connection could you make to engender trust?

Build components of trust.

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NWhat influences could you command to bring people to your side?

Show change as best option.

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DECISIONWhat guidance would you provide to move your customer to the finish line?

Overcome objections.

Learn to Elevate Your Customer Conversations in B2B Software Sales

SoftwareSalesSchool.com

Gregg NicholsChief Sales Strategist