5 Secrets to Better Sales Prospect Engagement
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21-Oct-2014 -
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Transcript of 5 Secrets to Better Sales Prospect Engagement
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
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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
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Three Imperatives for Salespeople
Financial/business acumenPolitical sellingLearn how to barter your assets
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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
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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