Collaborative Selling

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Collaborative Selling

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

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