LIVE
How You Sell Matters
How You Sell Matters
2
65%
Source: Forrester
Source: ITSMA
Source: Rain Group
Setting the Buying Vision
Context
ConversationContent
Bring clarity &
Motivate change
1. See the
problem
2. Commit to a
solution path
3. Plan out the
change
Closed DealStatus Quo
Discuss Issues with Status Qu...
Jul-13© IDC For Internal Use Only. Not for Distribution without IDC Permission.
How Do Sales Teams Need to Evolve?
8
Sales...
Examples
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads
Leads from
Email
Automation
Start with the most
basic pa...
Start Teaching
http://headrush.typepad.com/
Teach them the basics.
Kathy Sierra
• Start a blog on Tumblr and start
writing what you know
• Record yourself on Youtube
showcasing what you know
• Write a q...
• Email a simple link or attachment
• Publish online and share on LinkedIn/
Twitter to build followers and start
conversat...
• Never, never, never try to sell on the first
few touches
• Always, always, always have a call to action
to further the co...
Teaching Via Email
• Highlight problem, provide solution, try to
sell them on the first email
• Highlight benefit, ask to chat
• Provide value,...
• Highlight problem, provide solution, try to
sell them on the first email
• Highlight benefit, ask to chat
• Provide value,...
Rules of Engagement
✓Keep it short and simple
✓Don’t try to close a deal on the first email
✓Personalize, Personalize, Pers...
5 x 5
5 emails
5 day intervals
Initial Outreach
ProvideValue / Build Trust
Ask them / Show you care
Sell
Getting Started
Deal Stage
What’re we
communicating?
Template Name
What’s the call
to action?
Next Step?
Prospecting
High ...
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads
Leads from
Email
Automation
Follow Up
Nurture
Great Templates
✓Are Short
✓Have a clear call to action
✓Reminds you to {{PERSONALIZE}}
✓Are Short (this is really importa...
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads
Leads from
Email
Automation
Set Up Meetings
Nurture
Questions
About Postwire
• Postwire is on a mission to change the way B2B
solutions are sold.
• Gone are the days of cold calling an...
About ToutApp
✓Helps Salespeople focus on selling
✓Complete Sales Communications Platform
✓Plugs into Gmail, Outlook, Sale...
Teach First. Then Sell.
Teach First. Then Sell.
Teach First. Then Sell.
Teach First. Then Sell.
Teach First. Then Sell.
Teach First. Then Sell.
Teach First. Then Sell.
Teach First. Then Sell.
Teach First. Then Sell.
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Teach First. Then Sell.

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In this webinar held by Cliff Polan of Postwire and TK from ToutApp, they cover how by teaching early in the sales process instead of hard selling, you can win more deals and out-teach your competition.

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Teach First. Then Sell.

  1. 1. LIVE
  2. 2. How You Sell Matters
  3. 3. How You Sell Matters 2
  4. 4. 65% Source: Forrester
  5. 5. Source: ITSMA
  6. 6. Source: Rain Group
  7. 7. Setting the Buying Vision Context ConversationContent Bring clarity & Motivate change
  8. 8. 1. See the problem 2. Commit to a solution path 3. Plan out the change Closed DealStatus Quo Discuss Issues with Status Quo Their Ideas for Change Steps to Launch Solution Uncover Their Change Motivations Their Fears Needs of Larger team Useful Content 3rd Party research Educational webinars White papers Case studies Expert interviews FAQs Free trial/Live demo Planning checklist ROI calculator
  9. 9. Jul-13© IDC For Internal Use Only. Not for Distribution without IDC Permission. How Do Sales Teams Need to Evolve? 8 Sales Needs to:  Add more value to the individual buyer: – Communicate a vision; – Be a trusted advisor. Pre-90s 90s 2000s 2010+ IT’S  ALL   ABOUT... IT’S  ALL   ABOUT... THE BUYERME Selling Focus Product Solution Company’s business need(s) Individual  buyer’s   business & professional needs Knowledge Transfer  Collateral (hard copy)  Trans- parencies  1 to Many Web Site  Collateral (soft copy)  PowerPoint  Sales enablement  Targeted Web content  Rapid Customer enablement  Customized workspace Interaction  Snail mail  In-Person  Phone  Email  Mobile  Conference call  Mobile  Text Instantaneous or asynchronous  Social media  Telepresence  Leverage new channels to learn, prepare, interact. . . Intelligent Interaction  Provide relevant and focused knowledge and insight for the individual buyer and the buying team
  10. 10. Examples
  11. 11. Initial Outreach The “Follow Up” Meet Call Demo $$$ Inbound Leads Leads from Email Automation Start with the most basic pain point. Nurture
  12. 12. Start Teaching
  13. 13. http://headrush.typepad.com/ Teach them the basics. Kathy Sierra
  14. 14. • Start a blog on Tumblr and start writing what you know • Record yourself on Youtube showcasing what you know • Write a quick short digestible e-book using the Apple iBook Creator • Curate great content Step 1. Cultivate Content
  15. 15. • Email a simple link or attachment • Publish online and share on LinkedIn/ Twitter to build followers and start conversations • Build your own personal Mailing List and share content regularly Step 2. Incorporate Content
  16. 16. • Never, never, never try to sell on the first few touches • Always, always, always have a call to action to further the conversation and relationship Rules of Teaching
  17. 17. Teaching Via Email
  18. 18. • Highlight problem, provide solution, try to sell them on the first email • Highlight benefit, ask to chat • Provide value, build relationship over a series of emails 3 Different Ways to Email
  19. 19. • Highlight problem, provide solution, try to sell them on the first email • Highlight benefit, ask to chat • Provide value, build relationship over a series of emails 3 Different Ways to Email BAD OK GOOD
  20. 20. Rules of Engagement ✓Keep it short and simple ✓Don’t try to close a deal on the first email ✓Personalize, Personalize, Personalize ✓Keep it short, seriously.
  21. 21. 5 x 5
  22. 22. 5 emails 5 day intervals
  23. 23. Initial Outreach ProvideValue / Build Trust Ask them / Show you care Sell
  24. 24. Getting Started Deal Stage What’re we communicating? Template Name What’s the call to action? Next Step? Prospecting High level problem we solve “Initial Outreach” Watch video on website Follow Up on Engaged Leads Prospecting Solution Details Video Followup Setup Phone Call Reminder .... Pricing/ Negotiating Value of product Case Study Review the case studies Phone Call ....
  25. 25. Initial Outreach The “Follow Up” Meet Call Demo $$$ Inbound Leads Leads from Email Automation Follow Up Nurture
  26. 26. Great Templates ✓Are Short ✓Have a clear call to action ✓Reminds you to {{PERSONALIZE}} ✓Are Short (this is really important)
  27. 27. Initial Outreach The “Follow Up” Meet Call Demo $$$ Inbound Leads Leads from Email Automation Set Up Meetings Nurture
  28. 28. Questions
  29. 29. About Postwire • Postwire is on a mission to change the way B2B solutions are sold. • Gone are the days of cold calling and emailing, and in are the days of personalized education.  • Postwire gives you one place to capture, organize, and share educational content with your prospects in a highly visual and personal way. • Using Postwire, you'll know what content is being accessed when so that you can nurture prospects with content and conversation at the appropriate times.
  30. 30. About ToutApp ✓Helps Salespeople focus on selling ✓Complete Sales Communications Platform ✓Plugs into Gmail, Outlook, Salesforce and more... ✓Streamlines emails and phone calls ✓Tracks day to day emails, presentations, calls ✓Keeps CRM updated ✓Real-Time analytics
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