Selling at the Speed of Trust

Selling at the

Speed of Trust

Copyright(C) 2011,2012 Gary Ambrosino, All Rights Reserved

Sales

Technique Trust

Prospect Purchase Decision

The Prospect

Today we sell in a straight line !

The myth...

A laser focus on improved yields,

more clever lead scoring, and

more effective selling technique

will convert more and more

leads to closed business.

The reality...

40% or less of

the leads that enter

the funnel become

sales opportunities.

Source: The Bridge Group, PhoneWorks, TimeTrade Customers

Opportunities

And reality is.... ...expensive

17% -40%

Yield to Opportunity

Inside Sales wasting time and money “calling, chasing,

and waiting”.

60%

Sources: Brian Solis, The end of Business as Usual; McKinsey and Company, TimeTrade

Lead

Evaluation

Purchase

Use

Referral

Promote

Trust

Trust Cycle

What You Are Really Doing

blog.garyambrosino.com

Sales Prospecting at the Speed of Trust

The New Math of Selling

Why Your Sales Leads Are Disappearing Into a Death Zone

Prospect Company

Sales Engagement

“Traditional” Sales Cycle

•  Control the process

•  Pace the interaction

•  Drive the decision

• Use time based success criteria

Brand

Prospect Company

Sales Process

Brand

Experience

Engagement

Tools

Time-to-Trust Selling

The Perception Gap

“Why do buyers interact with companies through social sites”

Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011

The Perception Gap


What Companies Think

1.  Learn about new products

2.  Get general information

3.  Submit opinion on current products

4.  See reviews and product rankings


The Perception Gap



2.  Get general Information


4.  Submit opinion on current products and services

What Buyers Think What Companies Think


2.  Get general information

3.  Submit opinion on current products



The new role of inside sales changes to

monitoring, engaging,

and intercepting

emerging brand and

product trust in a way

that leads to a

purchase decision.

#TTSOT

Implementing “Inbound Sales”

Identify and capture key selling “Pivot Points”

in the Trust Cycle

Promote Trial Demo Close 2,700

Outbounds

P

Old Sales-Transaction based Process

50 Demo Calls


Outbounds

P

Calling, chasing and waiting

About 30% of available inside sales bandwidth

Already Identified “Pivot Point”

50 Demo Calls



New Time-to-Trust Process


Outbounds

P

P Zero

Outbounds

50 Demo Calls

50 Demo Calls

“Please Call Me”

Time-to-Trust Results

30% Higher Close Rate

40% Faster Time-‐to-‐Close

20% Higher Connect Rate

Trust-Based Selling

Implement and practice

one-call Inbound Sales

“One-call Inbound Sales” is a registered trademark of TimeTrade, Inc.

Outbound e-mail with persistent availability

E-mail


Single outbound follow-up reminder

E-mail

Call


Inbound Sale

Single outbound follow-up reminder

E-mail

Call

Trust Response

Time-to-Trust Results

•  20 to 30% more reps make quota

•  Demo no shows are cut in half

•  Product renewals are significantly higher

The Story ��Success��of the ��Inside Sales ��Superhero

3 Steps to Superhero Status


Identify and capture a key selling “Pivot

Point” in the Trust Cycle




Create a persistent availability that makes it easy

for prospects to get your time and attention.




Implement and practice one-call Inbound Sales

Create a persistent availability that makes it easy

for prospects to get your time and attention.

Selling at the Speed of Trust

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