Business Development Clinic 07.07.09
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Business Development Clinic 07.07.09

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Smartbreakfast® Series: Business Development Clinic. 3 key ideas: ...

Smartbreakfast® Series: Business Development Clinic. 3 key ideas:
1) Referral Marketing (Recommendation selling)
2) The buyer's journey
3) Selling to the Emotional Brain

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  • 1. Business Development Clinic Smartbreakfast® Series Paris, Tuesday, July 7th 2009
  • 2. 1 2 3 3 things to remember SalesChannel Europe ©2009 All rights reserved
  • 3. 1. Referral Marketing 2. The Buyer’s Journey 3. Selling to the Emotional Brain SalesChannel Europe ©2009 All rights reserved
  • 4. 1 Referral Marketing SalesChannel Europe ©2009 All rights reserved 4
  • 5. Is Cold Calling effective? SalesChannel Europe ©2009 All rights reserved 5
  • 6. Typical Sales Conversion Rates 1. Cold calling: < 4% Between 1-5% 2. External Recommendation: Your company should use Rob Smith. 44% He is a highly knowledgeable expert 10 X cold calling in your field. 3. Internal Recommendation We should use Rob Smith. He is a highly knowledgeable expert in our 88% 2 X External field. recommendation 20 X cold calling SalesChannel Europe ©2009 All rights reserved 6
  • 7. Find ways to get recommended SalesChannel Europe ©2009 All rights reserved 7
  • 8. 2 The buyer’s journey SalesChannel Europe ©2009 All rights reserved 8
  • 9. 1. The Sales Cycle is dead SalesChannel Europe ©2009 All rights reserved
  • 10. 2. Birth of buyer-centric thinking SalesChannel Europe ©2009 All rights reserved
  • 11. A journey into the unknown? SalesChannel Europe ©2009 All rights reserved 11
  • 12. Show them the way forward SalesChannel Europe ©2009 All rights reserved
  • 13. The Buyer’s Decision Process 1. Person 2. Company 3. Product 4. Price (Value) 5. Why Now? SalesChannel Europe ©2009 All rights reserved 13
  • 14. Set realistic expectations SalesChannel Europe ©2009 All rights reserved
  • 15. Avoid this….. SalesChannel Europe ©2009 All rights reserved
  • 16. and this..... SalesChannel Europe ©2009 All rights reserved 16
  • 17. 17
  • 18. Create a sense of urgency SalesChannel Europe ©2009 All rights reserved 18
  • 19. 3 Sell to the Emotional Brain SalesChannel Europe ©2009 All rights reserved 19
  • 20. 20
  • 21. Because people make emotional decisions that they justify with logic SalesChannel Europe ©2009 All rights reserved 21
  • 22. Get to the emotional heart of the matter SalesChannel Europe ©2009 All rights reserved
  • 23. 23
  • 24. By asking questions that uncover: 1. Facts 2. Opinions 3. Feelings 24 SalesChannel Europe ©2009 All rights reserved 24
  • 25. 1 2 3 3 things to remember SalesChannel Europe ©2009 All rights reserved
  • 26. 1. Referral Marketing 2. The Buyer’s Journey 3. Selling to the Emotional Brain SalesChannel Europe ©2009 All rights reserved
  • 27. Rather important to get them right! SalesChannel Europe ©2009 All rights reserved 27
  • 28. SalesChannel Europe ©2009 All rights reserved 28
  • 29. SalesChannel Europe ©2009 All rights reserved 29
  • 30. David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com Blog: http://saleschannel.blogspot.com Sales Acceleration 2.0 SalesChannel Europe ©2009 All rights reserved 30