Collaborative Selling
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Collaborative Selling

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Collaborative Selling Collaborative Selling Presentation Transcript

  • Relationship Maps
    Collaborative Selling
  • How We Do It
    Sales is now a Team Sport
    The Sales Model has changed!
    Selling in no longer a one-on-one relationship…
    … many people are involved in closing the deal
  • How We Do It
    Stalled Sales Cycle
    You have an interested customer …
    … but they can’t convince their peers or bosses to buy the product
    Champion
    This is a classic Sales Bubble
    Sales Rep
  • How We Do It
    Breaking out of the bubble
    What the Sales Rep hears
    No budget,
    Not a priority right now,
    Too busy,
    etc, etc
    What we hear…
    HELP!
    Collaborative selling opportunity
  • How We Do It
    What is Collaborative Selling?
    It’s simply using your connections to influence key players surrounding the deal
    Jim
    Boss
    Boss - my deal is stuck, I need help. We need to get to Jim Smith, the decision maker.
    Sales Rep
    Sales Rep
    Boss
    Sure, I know Jim, I sold him an IBM mainframe years ago. Let me call him.
  • How We Do It
    How Catelas can help
    We automate the process of identifying ‘who can help you’ and on ‘what deals’
    Meaning…
    • NO CRM-type inputting by sales reps
    • NO uploading of contacts
    • Easy to use visuals of ‘who knows who’
    • Seamless integration into existing collaboration tools
  • How We Do It
    Relationship Maps
    1
    1. Elizabeth’s deal has stalled
    3
    2. She sees that her colleague James knows the decision maker (Ruth Carroll) at XYZ
    2
    3. James calls Ruth and the deal is back on track
  • Thank You
    For more information contact
    Robert Levey
    978 996 2758
    robert.levey@catelas.com
    www.catelas.com
    Catelas
    It’s who you knowTM