Tbs launch webinar
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date post
20-Oct-2014 -
Category
Education
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description
Transcript of Tbs launch webinar
![Page 1: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/1.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
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› INTRODUCINGthe app
TRUST-BASED SELLING
introducing
![Page 2: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/2.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
2
TRUST-BASED SELLING
› INTRODUCING
the app
introducing
Charles H. GreenAuthor
![Page 3: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/3.jpg)
© 2012 Trusted Advisor Associates LLC. All rights reserved.© 2012 Trusted Advisor Associates LLC. All rights reserved.
![Page 4: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/4.jpg)
© 2012 Trusted Advisor Associates LLC. All rights reserved.© 2012 Trusted Advisor Associates LLC. All rights reserved.
![Page 5: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/5.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
5
Challenges
› 1.
STAGE PROGRESS ACTUAL PROGRESS• Arbitrary• Vary widely• Doesn’t measure trust level• Don’t speak to quality of progress
Pre-Qualify Qualify Discovery Proposal Close Negotiatio
n
![Page 6: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/6.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
6
Challenges
STAGES ALONE POOR PREDICTORS
• Relationships happen 1:1• E.g.. - RFP requests
![Page 7: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/7.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
“TRUST is the only true competitive advantage. Without it, all we’re left to compete on is features and price; features and price along with everyone else.”
![Page 8: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/8.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
8
Purpose of TBS
TBS MEASURES TRUST • Measures trust, not only stages• Based on TA and TBS principles and models• Identifies gaps • Deepen relationships, and, in turn…• Grow profitably Trust
Contact
Account
Opportunity
![Page 9: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/9.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
9
Benefits
KEY BENEFITS• ALL SFDC benefits plus…• No training or programming• Process Neutral• Easy to use• Measures trust levels at account, contact, and opportunity• More accurate measure of progress
![Page 10: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/10.jpg)
![Page 11: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/11.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
11
Benefits
HIDDEN BENEFIT• Learn and adopt trust principles and models
![Page 12: Tbs launch webinar](https://reader034.fdocuments.net/reader034/viewer/2022052315/544516ebb1af9fdd748b4685/html5/thumbnails/12.jpg)
© Trusted Advisor Associates LLC, 2012 all rights reserved
© 2012 Trusted Advisor Associates LLC. All rights reserved.
Trust-based Selling
For more information on the app visit 24/7:
http://salesforce.com/appexchange/tbsapp