Smart Sales Drivers
Published on Feb 09, 2016
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PRESENTATION OUTLINE
Smart Sales Drivers
Guaranteed Sustainable Sales Growth
Share Common Passion
Client's Sales Success
#1 Sales Talent
#2 Sales Process
#3 Sales Tools
Today's Sales World
Change, change & more change
Buyer's In-Charge
Buyer's Educated
More information than ever had
Buyer's Powerful
Expect seller to understand their business
Buyer's Frazzled
Crazy busy with "net it out" mentality
#1 Sales Talent
Sales Talent
Hire the best fit for the company profile
Sales Talent
Orientate to hit the ground running
Sales Talent
Compensate to motivate & focus
#2 Sales Process
Defined, tracked steps & output
Preparation
Prospecting
Approach
Close
Map to Buyer Readiness
Buyer's Perspective
Set of decisions customer wants to make
Preparation
Prepare initial contact with potential customers
Research
Use data intelligence & social media to research targets
Overture Templates
Apply knowledge of target for maximum response
Prospecting
Find & qualify potential customers
Outbound Overtures to Qualify
Goal to set discovery appointments
Qualification
- Fit
- Engagement
- Buying Intent
- Decision Timeline
- Have budget
Approach
How to interact with potential customers
Build Online Relationships with Prospects
Engage as Savvy Seller
Value creator, provoke thinking, "done it before"
Initiate Change
Expand & formalize solution "ideas"
Close
Identify closing signals & decision timing
Make it Easy to Say "Yes"
Active listening to isolate & overcome objections
Manage Sales Process
Sales Pipeline
Visual representation of the sales process
Why do you need a Sales Pipeline?
Confidence in your data
Maintain Sales Funnel Shape
Widest top & narrowest bottom
Distinct Events Occur
Prospect goes from one stage to the next
Sales Funnel Conversions
Less qualified prospects drop off
Each Subsequent Stage
Prospects become more likely to buy
Time Spent Each Stage
Helps forecast opportunities more accurately
#3 Sales Tools
The Perfect Sales Pitch
Know your audience & keep them engaged
Winning Sales Proposal
Your customer will want to read
Seal the Deal
With the contract
Your Partner SalesWorks
Harness the Power of Smart Sales Execution
Call-To-Action
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