webinar | bridging the buyer / seller credibility gap
TRANSCRIPT
© The TAS Group 2014
Before We Begin 1 You will receive a link to a recording of today’s webinar. Watch for it
in your email.
2 The recording will also be available on our website thetasgroup.com, in the Resources section.
3 Enter your questions in the Questions box or tweet to @thetasgroup.
4 Join the conversation on Twitter: #SalesCredibility
© The TAS Group 2014
Wendy Reed EVP Solutions
© The TAS Group 2014
Current State
BUYERS
MARKETS
EXPECTATIONS
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Evidence
Retained Learning: 13%
Achieve Quota: 2/5 Average CSO: 18 Months
Access Key Players: 54%
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THINK ABOUT THIS
KNOWLEDGE - DATA - CONTEXT - REASONING
NATIVE CLOUD APP MOBILE SMART EASY
KNOWLEDGE - DATA - CONTEXT - REASONING.
© The TAS Group 2014
OPPORTUNITY
ALIGN
ACCOUNT
PLAYBOOK PREDICT
Smart Sales Transformation
© The TAS Group 2014
What drives Buying Decisions
• Unique, valuable perspectives on business and/or market
• Help me navigate alternatives • Help me avoid potential mistakes • Teach me about new issues • Be supported within my organization
19%
19%
9%
53%
Company & Brand Product or Solution Value-to-price Ratio Sales Experience
What buyers want …
© The TAS Group 2014
Sales / Marketing / Customer Misalignment Little Business Context
Not Customer Focused
Product Centric
No Insights Inside
Sellers Sell Only What They Know
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Waiting for the reps to accumulate their own experience is expensive.
You can’t wait for the experience
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Slides with lots od paper and ppt
Accenture sucks
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The Operational Problem
Can’t Find Content
No Feedback Mechanism
Too Hard To Consume
Unavailable in Cloud and Mobile
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Market Reality
71%
Seller’s Products
36%
Buyer’s Business
Sales Success?
✔
What do seller’s know?
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The Alignment Triangle
Marketing Customer
Sales
It should really be all about the Customer
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Things customers care about …
Goals
Pressures
Obstacles
Initiatives
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Things customers care about …
Goals
Pressures
Obstacles
Initiatives
Solutions
© The TAS Group 2014
Things customers care about …
Goals
Pressures
Obstacles
Initiatives
Solutions
Customer Insight Map
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Customer interested grows …
Key Messages
Insights
Sales Tools
High Yield Questions
Competitive Positioning
Objections
1
2
3
4
5
6
OK, now I am ready to hear
about your solutions …
© The TAS Group 2014
Helping Sales Map Solutions to Customer Problems
Goals
Pressures
Obstacles
Initiatives
Solutions
Customer Insight Map
Key Messages
Insights
Sales Tools
High Yield Questions
Competitive Positioning
Objections
1
2
3
4
5
6
Knowing what the customer cares about …
... Sales has a Customer First informed business conversation
business problems
customer personas
industry trends
Smart Sales Kit
© The TAS Group 2014
Major Productivity Gain
Reduce time for Sales to use From 3 hours to 18 minutes
© The TAS Group 2014
Dealmaker Align
CUSTOMER INSIGHT MAP
TRANSFORMED BUSINESS CONVERSATIONS
SMART SALES KIT
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Dealmaker Align: Align Solutions to Customer Problems
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