Neal Murphy - Achieving Sale Execution With Compelling Events
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Transcript of Neal Murphy - Achieving Sale Execution With Compelling Events
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#SalesSummit | @TechSalesOps
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#SalesSummit | @TechSalesOps
“Do You Have a Project?”
Moving the Sale Forward with Compelling Events
-Neal Murphy
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#SalesSummit | @TechSalesOps
Why Focus on Projects?
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#SalesSummit | @TechSalesOps
Sales Rep POV
B •Budget
A •Authority
N •Need
T •Timeline
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#SalesSummit | @TechSalesOps
The Compelling Event
Customer Buying Process
Business Development Active Selling
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#SalesSummit | @TechSalesOps
Matter of Perspective
Key Player Sales Person
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#SalesSummit | @TechSalesOps
Conversation or Interruption?
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#SalesSummit | @TechSalesOps
Key Player POV
Influence Decision is already made
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#SalesSummit | @TechSalesOps
Win the Boardroom
• Arrive Early
• Turn Priorities into Projects
• 1 Project gets Funded
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#SalesSummit | @TechSalesOps
Take-Away
• Marketing
• Sales
• Management
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#SalesSummit | @TechSalesOps
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