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Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
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Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master

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In this presentation, you will learn about three key value conversation “moments” that all salespeople must master, which include creating value, confirming value and capturing value.

In this presentation, you will learn about three key value conversation “moments” that all salespeople must master, which include creating value, confirming value and capturing value.

Published in: Sales, Business, Technology
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  • 1. Improving Sales Enablement – Three Critical Conversations Your Sales Team Must Master Tim Riesterer ChiefStrategyandMarketingOfficer
  • 2. Q: #1 Reason Don’t Hit Quota? A: Inability to Articulate Value! Leads Products Process Training CRM
  • 3. Good Intentions. Wrong Instincts.
  • 4. STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS DIFFERENTIATION IDENTIFY NEWNEEDS MAXIMIZATION Customer Conversation Continuum Create Value Elevate Value Capture Value
  • 5. DIFFERENTIATION Customer Conversation Continuum Create Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
  • 6. Status Quo Buy 60 “Why Change?” “Why You” % -3 -1 +1 +2 +3-2 NO DECISION 60 %
  • 7. Declared Preference RevealedPreference Status Quo Buy 60 “Why Change?” “Why You” % % -3 -1 +1 +2 +3-2 60NO DECISION
  • 8. DISTINCTPOINTOFVIEW Status Quo Threatened Identify NewNeeds Define Solution Identify ViableVendors Review Approaches Make Decision 74 “Why Change?” “Why You” COMMODITIZEDCONVERSATION 26% %BUYINGVISION BAKE-OFF -3 -1 +1 +2 +3-2 • Makethe status quo unsafe • Definenew setof needs • Alignw/yourStrengths • Here’swhatyousayyouneed • Here’swhatwedodifferent • Here’sthe benefit youwillget
  • 9. Identified NEEDS CAPABILITIESSpecified Commoditized Conversation Creating a Buying Vision
  • 10. NEEDS Identified Specified CAPABILITIES UNKNOWN STRENGTHS UNCONSIDERED NEEDS Commoditized Conversation Creating a Buying Vision Distinct Point of View
  • 11. 13 Didn’t appreciate…. The problem is as big or coming as fast as you say?! Didn’t realize… there was even something to fix that issue or annoyance?! Didn’t know… that was a problem I was having until you pointed it out?! Under-Valued Un-Met Unknown
  • 12. DIFFERENTIATION Customer Conversation Continuum Create Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
  • 13. DIFFERENTIATION MAXIMIZATION Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS Create Value Elevate Value Capture Value
  • 14. DIFFERENTIATION Customer Conversation Continuum Elevate Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
  • 15. PRODUCTKNOWLEDGE BUSINESSEXPERTISE EXECUTIVES VALUE4X MORE
  • 16. EXECUTIVES VALUE4X MORE 88% PROFICIENT 24% PROFICIENT 4X LESS LIKELY PRODUCTKNOWLEDGE BUSINESSEXPERTISE
  • 17. EXECUTIVES VALUE4X MORE 88% PROFICIENT 24% PROFICIENT 4X LESS LIKELY BESTIN CLASS FOCUS2X MORE AVERAGE COMPANIES FOCUS MORE PRODUCTKNOWLEDGE BUSINESSEXPERTISEBUSINESSVALUEGAP
  • 18. 80% decisions
  • 19. 10% executive contacts 80% decisions FEAR
  • 20. Business Knowledge Customer Insight Financial Acumen ROI Executive Engagement Fluency target core competencies 1 2 3 4 5
  • 21. 50% average current competence Fluency target Typical Self- Assessment Business Knowledge Customer Insight Financial Acumen ROI Executive Engagement core competencies 1 2 3 4 5
  • 22. Intellectual Altitude Business Knowledge Customer Insight Financial Acumen ROI Executive Engagement core competencies 1 2 3 4 5 50% average current competence Fluency target Typical Self- Assessment
  • 23. DIFFERENTIATION Customer Conversation Continuum Elevate Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
  • 24. DIFFERENTIATION MAXIMIZATION Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS Create Value Elevate Value Capture Value
  • 25. Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS MAXIMIZATION Capture Value
  • 26. Your Price I% increase in discounting 9% decrease in operating margin A SLIPPERY SLOPE
  • 27. Your Price Their Price TYPICAL VIEW OF DISCOUNTING Negotiating Tactics Selling to business buyer Deal moves to purchasing
  • 28. Your Price Their Price WHAT’S REALLY HAPPENING Negotiating Tactics Selling to business buyer Deal moves to purchasing Value Leaks
  • 29. Demonstrating Value? CHECKING BOXES
  • 30. Demonstrating Value? Giving Away Value CHECKING BOXES
  • 31. Exchanging Value PIVOTAL AGREEMENTS CHECKING BOXES Demonstrating Value? Giving Away Value
  • 32. Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS MAXIMIZATION Capture Value
  • 33. DIFFERENTIATION MAXIMIZATION Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS Create Value Elevate Value Capture Value
  • 34. Good Intentions. Wrong Instincts.
  • 35. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700

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